Regional Sales Director (Northwest)

• Abnormal AI is seeking a seasoned sales leader to oversee and grow a team within our Enterprise Sales organization. You will be responsible for building and leading a high-performing team of Enterprise sellers focused on landing and expanding strategic accounts
• You will serve as the regional sales leader, setting the vision, driving execution, and enabling your team to succeed through disciplined process, collaboration, and strong go-to-market alignment
• 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

Benefits

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

• Experience managing and closing deals of $200K+ as well high value transactions above $1m+
• Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
• 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
• Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
• A winner, someone who holds themselves accountable to consistent over-achievement
• Comfortable working in a highly fast-paced environment
• Outstanding verbal, written, and presentation skills
• Experience establishing and fostering strong relationships with potential partners and customers at executive levels
• 3+ years leading a sales team focused on growing new business and new logos
• Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories
• Strong presentation and communications skills, competent translating technical features into business value
• Forecasting expert with a disciplined, methodical approach to pipeline inspection and forecasting — grounded in frameworks like MEDDICC
• Performance optimizer who runs crisp, actionable QBRs to evaluate sales performance, measure progress, and drive continuous improvement
• Pipeline architect experienced in building robust pipelines by activating all demand channels: AE prospecting, SDRs, marketing, partners, and customer advocates
• Strategic seller who partners with sellers on account planning, opportunity strategy, and C-level engagement to drive consistent execution across the region
• Channel strategist who knows how to build, activate, and grow partnerships to complement direct sales and expand market reach
• Metrics-driven leader skilled at defining, tracking, and managing seller productivity KPIs and aligning them with revenue milestones
• Team builder and talent magnet with a track record of hiring, onboarding, and developing high-performing enterprise sellers on time and within budget
• Customer expansion champion focused on delivering value realization, retention, and upsell growth through trusted executive relationships
• Hands-on closer with the ability to engage and close complex enterprise deals at the CISO/CIO/CTO level, leading from the front when needed
• Pre-sales collaborator adept at working with Sales Engineering to deliver tailored, compelling demos and scalable proof-of-concept processes