Account Executive, SLED (Sacramento only)

Job Overview

About the Role Cybercrime doesn't wait for anyone to catch up to it, and neither do we.

Abnormal AI is looking for an Enterprise Account Executive to join our SLED team, selling behavioral AI security solutions into large, complex State, Local, and Education agencies within a defined territory. We didn't bolt AI onto old security tools.

Job Description

We built our platform from AI up, to catch the human-targeted attacks that legacy tools miss, and public sector organizations need that protection as much as anyone.

Skilled at leveraging all five demand generation pillars: AE prospecting, SDRs, marketing, channel partnerships, and customer referrals. Strong qualifier with the ability to uncover public sector pain points and map them to compelling, value-driven solutions.

Effective presenter who tailors demos and messaging to resonate with government stakeholders and address their specific challenges. Process-oriented with a consistent sales methodology and strong time management skills to manage multiple deals efficiently.

Data-disciplined, maintaining accurate and up-to-date account and opportunity data across systems. Experienced in building business cases that quantify ROI and value for diverse public sector audiences, including IT, procurement, and leadership.

Knowledge sharer who captures and organizes customer insights and lessons learned to support team learning. Skilled at guiding public sector customers through complex internal buying processes, including procurement and RFP cycles.

Resilient and resourceful, with a strong track record of success in early-stage environments. Effective at leveraging internal teams such as Sales Engineering, Marketing, BDRs, Product, and Customer Success to drive results in the SLED space.

Key Responsibilities

• Process-oriented with a consistent sales methodology and strong time management skills to manage multiple deals efficiently.
• Experienced in building business cases that quantify ROI and value for diverse public sector audiences, including IT, procurement, and leadership.
• Knowledge sharer who captures and organizes customer insights and lessons learned to support team learning.
• What You Will Do Sell Abnormal AI solutions to large Enterprise SLED agencies with a mandate to overachieve new annual recurring revenue quota, not just hit it.
• Prospect and build new business opportunities to keep your pipeline ahead of target.
• Technical fluency across security, email, cloud, and AI, enough to hold your own in a conversation with a security or IT leader.
• A builder's mindset: you've thrived somewhere early-stage, an underdog, or up against bigger incumbents, and you know how to build territory with limited resources.
• That means more to sell, more to learn, and more room to make your mark than a mature market leader can offer.

Required Skills and Qualifications

• The ideal candidate is local to the Sacramento area and brings experience selling cybersecurity solutions into large public sector environments , particularly Enterprise-level SLED organizations, along with: Proven hunter focused on selling to large state and local government agencies, with a disciplined approach to early pipeline development and prospecting.
• Skilled at leveraging all five demand generation pillars: AE prospecting, SDRs, marketing, channel partnerships, and customer referrals.
• Process-oriented with a consistent sales methodology and strong time management skills to manage multiple deals efficiently.
• Experienced in building business cases that quantify ROI and value for diverse public sector audiences, including IT, procurement, and leadership.
• Knowledge sharer who captures and organizes customer insights and lessons learned to support team learning.
• Skilled at guiding public sector customers through complex internal buying processes, including procurement and RFP cycles.
• Must Haves Enterprise SLED Account Hunter: 8+ years of direct (not overlay) enterprise sales experience prospecting and closing large, complex SLED accounts.
• Negotiation skill that holds up against large organizations and complex, multi-stakeholder sales cycles.

Benefits and Perks

• In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Work Location and Schedule

This role is listed as Remote USA with location information shown as Remote USA. The employment type is Full Time.

About the Company

Abnormal is the organization connected with this listing. USA Jobs Today displays this opportunity for job discovery only, so applicants should verify company details, application instructions, and eligibility on the official employer website.