About the job
About the Role
Abnormal Security is seeking a dynamic Account Executive to join our Mid-Market SLED (State, Local, and Education) team, focusing on the territories of Oklahoma, Kansas, Arkansas, and Missouri. This role involves selling our innovative security solutions to various public sector accounts and agencies.
The ideal candidate will reside in Oklahoma, Kansas, Arkansas, or Missouri and have a proven track record in public sector sales, with a particular emphasis on SLED organizations. We are looking for someone who embodies the following qualities:
- A proactive hunter with a strong focus on selling to state and local government agencies, employing a disciplined approach to pipeline development and prospecting.
- Expertise in utilizing all five demand generation pillars: Account Executive prospecting, Sales Development Representatives, marketing initiatives, channel partnerships, and customer referrals.
- Exceptional at qualifying leads, identifying public sector challenges, and aligning them with effective, value-driven solutions.
- A compelling presenter who customizes demonstrations and messaging to resonate with government stakeholders and tackle their unique issues.
- Process-oriented with a consistent sales methodology and adept at managing multiple relationships and deals efficiently.
- Data-driven, ensuring accurate and up-to-date account and opportunity tracking across various systems.
- Skilled in developing business cases that quantify return on investment (ROI) for diverse public sector audiences, including IT, procurement, and organizational leadership.
- A collaborative knowledge sharer who captures customer insights to enhance team learning.
- Proficient in guiding public sector clients through complex internal purchasing processes, including procurement and RFP cycles.
- Resilient and resourceful, with a commendable track record of success in early-stage business environments.
- Effective in collaborating with internal teams such as Sales Engineering, Marketing, Business Development Representatives, Product, and Customer Success to achieve results in the SLED landscape.
Your Responsibilities
- Drive sales of Abnormal Security solutions to SLED agencies, with the goal of exceeding annual recurring revenue targets.
- Manage accounts from initial conversations through contract signing and pursue upsell opportunities post-acquisition.
- Prospect and generate new business opportunities to ensure a robust sales pipeline.
- Collaborate with Customer Success to facilitate timely renewals and identify expansion sales opportunities.
- Maintain accurate documentation of results and data across all sales systems including Salesforce, Highspot, and Close Plan.
- Act as a customer advocate within internal teams, ensuring their needs and feedback are communicated effectively.

