Regional Director of Sales, West

3 weeks ago

San Francisco, California, United States Abnormal Security Full time

About Abnormal Security:

Abnormal Security is defining the next generation of email and identity security defense. Our platform uses machine learning and artificial intelligence to baseline communication content, user identity, and behavioral signals in real-time and at-scale in order to detect the abnormalities of email attacks.

Customers love us because we consistently detect and stop what everyone else in the market can't -- advanced attacks that have never been seen before -- and we do so with beautiful user interfaces and best-in-industry customer support.

Our veteran team has built some of the most enduring machine learning platforms at leading companies including Proofpoint, Google, Twitter, Pinterest, Amazon, and Microsoft. Our headquarters are in San Francisco with offices in Utah and New York.

Position Overview

Abnormal Security is seeking a highly motivated sales leader to join our Field Sales organization as a Regional Director for the Western Region. This sales leader will be responsible for all elements of team development – recruitment, hiring, enablement, and management of a sales team, as well as driving revenue growth and exceeding sales targets within the Western Region.

The Regional Director will need to be passionate about the extraordinary value Abnormal is providing to our customers and conduct themselves with exceptional professionalism, honesty, and integrity.

Typical duties & responsibilities (but not limited to):

  • Recruit and hire a world class team of enterprise sellers, on time and on budget
  • Clearly articulate, manage and enable enterprise seller 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.

Qualifications

  • Minimum 10+ years of Enterprise Sales experience with demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.
  • Minimum of 5+ 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, etc.) is a plus.
  • Outstanding verbal, written, and presentation skills.
  • Comfortable working in a highly fast-paced environment.

Why Abnormal Security:

  • Everyone says they're hyper-growth, we're achieving it
  • Competitive pay and equity
  • One of the most proven machine learning teams in Silicon Valley
  • Best-in-class customer traction and growth
  • Team-wide commitment to excellence, velocity, and customer-focus
  • Strong growth opportunities and high ownership expectations
  • Full medical, dental, and vision health insurance benefits
  • Daily catered lunches and snacks
  • Generous PTO

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