Account Executive, SLED

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. 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.

The ideal candidate is local to the NorCal area and brings experience selling 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.

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 Eng