Note: The job is a remote job and is open to candidates in USA. Abnormal AI is seeking a seasoned sales leader to oversee and grow a team within their Enterprise Sales organization. The role involves building and leading a high-performing team of Enterprise sellers, focusing on strategic accounts and ensuring successful execution through collaboration and strong go-to-market alignment.
Responsibilities
- Recruit and hire a world class team of enterprise sellers, on time and on budget
- Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth
- Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business
- Develop an overall account strategy for the region resulting in strong execution and collaborative team selling
- Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program
- Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals
- Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology
- Develop strategic relationships with existing channel partners and the development of new channel partners
- Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives
- Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory
Skills
- 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
- 3+ years leading a sales team focused on growing new business and new logos
- Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
- A winner, someone who holds themselves accountable to consistent over-achievement
- Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories
- Experience managing and closing deals of $200K+ as well high value transactions above $1m+
- Experience establishing and fostering strong relationships with potential partners and customers at executive levels
- Strong presentation and communications skills, competent translating technical features into business value
- Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
- Outstanding verbal, written, and presentation skills
- Comfortable working in a highly fast-paced environment
Benefits
- Bonus or incentive compensation
- Equity
- A comprehensive benefits package
Company Overview