Area Vice President of Enterprise Sales (West/South Central)

• Cybercrime doesn’t wait for anyone to catch up to it, and neither do we
• As a second-line sales leader reporting to the VP of Enterprise Sales, you’ll own the sales teams across your defined area, overseeing multiple frontline Sales Leaders and their teams, with a mandate to overachieve new annual recurring revenue quota for the region, not just meet it
• You’ll be leading through one of the more exciting stretches in the company’s history: we’re growing quickly, protecting more than 5,000 customers including 30% of the Fortune 500, and expanding fast from email into identity, AI security, and insider threat
• That means your teams have more surface area to sell, more room to build, and more impact to make than they would leading an area at a mature market leader
• Work with your leaders and their teams to run the full deal cycle on named enterprise accounts (>3k mailbox organizations): first conversation, contract signature, and the upsell conversations that follow once they’re a customer
• Recruit and hire a world-class team of enterprise sellers and leaders, on time and on budget, meeting the area’s projected productive capacity and building a bench of future candidate relationships so you’re never caught flat-footed by team changes
• Set clear productivity metrics and growth milestones for your leaders and sellers, and enable them to consistently hit them
• Instill a disciplined approach to pipeline generation, activating every resource available: field sales, marketing, channel partners, and sales development, to accelerate new business
• Build the sales execution strategy for your area and drive the execution and collaborative team selling that brings it to life
• Lead a data-driven business that develops each Leader and Account Executive in the areas that matter most for their skillset and their NARR results
• Partner closely with Sales Engineering Leadership to deliver outstanding product demonstrations and a repeatable proof-of-concept program, especially as our platform expands beyond email into identity, AI security, and insider threat
• Maintain and deepen relationships with key customers around value realization and retention: high renewal rates, fast upsell expansion, and strong referrals
• Forecast monthly and quarterly revenue to executive leadership through disciplined deal inspection and a consistent forecast methodology
• Grow strategic relationships with existing channel partners while developing new ones
• Run Quarterly Business Reviews that give a clear read on sales productivity, plan execution, and progress against strategic objectives
• Be the customer’s advocate inside Abnormal, working with Sales Engineering, Product, and Marketing to get the right things prioritized so more revenue closes
• Identify, cultivate, and close new business at the executive level (CISO/CIO/CTO) in enterprise accounts across your designated territory

Benefits

• Healthcare
• Flexible PTO
• 401k
• One Medical
• Flexible Spending Account
• Mental Health Resources
• Home Office Stipend
• Monthly Internet & Phone Stipend
• Health and Wellness Stipend

• Comfort operating in a fast-paced, still-scaling environment where the playbook is being written as you go
• 10+ years of Enterprise Sales experience with a demonstrated track record of exceeding quota selling security, networking, and/or software solutions
• 5+ years leading a sales team focused on new business and new logo growth, including 2+ years of second-line leadership experience managing frontline sales managers, not individual contributors directly
• Experience owning strategic planning and execution across a multi-team or multi-region area, including territory design, headcount and capacity planning, and resource allocation to hit an area-level revenue target
• A genuine hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
• A demonstrated ability to build strong relationships with partners and customers at the executive level
• Fluency in consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
• Success closing complex Enterprise sales with multiple buying influences, ideally in new or emerging solution categories
• Strong presentation and communication skills, with the ability to translate technical features into business value
• Experience managing and closing deals of $200K+, along with high-value transactions above $1M+
• Proven ability to lead and develop other leaders: coaching managers on pipeline discipline, performance management, and their own team-building, with a track record of promoting from within
• A track record to back it up: consistent, sustained over-achievement, not a single good year