Account Executive, SLED

Remote · USD 157,250-185,000 · 8+ years experience · Remote · Posted Oct 12, 2026

At a glance

Abnormal AI is seeking an Enterprise Account Executive to join the SLED team, focusing on selling behavioral AI security solutions to large, complex State, Local, and Education agencies.
The role involves managing the full deal cycle, from initial prospecting to contract signature and expansion, within a defined territory.

Sell Abnormal AI solutions to large Enterprise SLED agencies to overachieve new annual recurring revenue quotas.
Run the full deal cycle including first conversation, technical evaluation, contract signature, and upsell conversations.
Prospect and build new business opportunities to maintain a robust pipeline.
Partner with Customer Success to protect renewals and identify expansion opportunities.
Maintain accurate account and opportunity data in Salesforce, Highspot, and Close Plan.
Advocate for the customer internally by collaborating with Sales Engineering, Product, and Marketing teams.
Guide public sector customers through complex internal buying processes, including procurement and RFP cycles.
Build business cases that quantify ROI and value for IT, procurement, and leadership stakeholders.

8+ years of direct enterprise sales experience prospecting and closing large, complex SLED accounts.
Proven track record of closing new account logos and growing existing accounts through cross-sell and upsell.
Strong negotiation skills for large organizations and complex, multi-stakeholder sales cycles.
Consistent over-quota performance, ideally within the top 5% of a sales organization.
Technical fluency across security, email, cloud, and AI to engage with security or IT leaders.
Cybersecurity or security-adjacent SaaS sales experience selling to CISOs and security personnel.
Experience thriving in early-stage or underdog environments with limited resources.
Ability to leverage demand generation pillars including AE prospecting, SDRs, marketing, channel partnerships, and customer referrals.