Regional Sales Director, Northeast

About this role

Lead and grow Abnormal AI’s Northeast enterprise sales organization, building a high-performing team focused on winning and expanding strategic accounts. Drive regional strategy, pipeline generation, forecasting, partnerships, and execution while engaging directly in complex enterprise deals.

About the company

Abnormal Security uses AI to detect and stop email and collaboration attacks such as phishing and business email compromise. It protects enterprises against social engineering and account takeover.

The team

Enterprise Sales organization

What you'll do

• Recruit, hire, onboard, and develop enterprise sellers.
• Set regional account strategy and drive new business and customer expansion.
• Build pipeline through sales, marketing, sales development, and channel partners.
• Partner with Sales Engineering on demonstrations and proof-of-concept programs.
• Manage customer value realization, retention, renewals, and upsell growth.
• Forecast revenue through disciplined deal inspection and methodology.
• Develop existing and new channel partnerships.
• Run Quarterly Business Reviews to assess productivity and progress.

What we're looking for

• 10+ years of enterprise sales experience and a record of exceeding quotas in security, networking, or software.
• 3+ years leading a sales team focused on new business and new-logo growth.
• Experience building demand, acquiring new customers, and sourcing pipeline.
• Experience closing complex enterprise deals, including transactions of $200K+ and $1M+.
• Strong executive relationship-building, presentation, and communication skills.
• Ability to translate technical features into business value.
• Experience with consultative sales methodologies such as MEDDIC, Force Management, or Challenger Sale.
• Comfort working in a fast-paced environment.

Nice to have

• Experience using MEDDICC for forecasting and pipeline management.