Job Description
ABOUT ABNORMAL AI
Abnormal AI stops the attacks other tools miss by understanding the behavior of every identity inside an organization, not just matching known signatures. That approach started with email, where we protect more than 5,000 customers, including 30% of the Fortune 500. It’s the same behavioral AI, built over eight years, that now powers our new AI Security suite: five products built to help customers govern AI, secure AI, and defend against rogue AI. We’re launching new products faster than at any point in our history, and this role sits right at the center of that expansion.
ABOUT THE ROLE
The AI Security Sales Executive is a quota-carrying sales role dedicated entirely to Abnormal’s AI Security suite. One Specialist sits in each sales pod, working alongside the pod’s Account Executives to bring deep sales and product expertise to AI Security conversations. This is a sales role, built for someone who can carry a number and go as deep technically as our best engineers when a conversation demands it. If you want to be at the center of one of the fastest-moving new product lines in cybersecurity, with the technical range to earn trust at every level of a customer’s organization, this is that role.
WHAT YOU’LL DO
- Carry a dedicated quota for the AI Security suite, separate from your pod’s core quota.
- Partner with Account Executives across your pod to identify, qualify, and advance AI Security opportunities within existing and prospective accounts.
- Go deep on the technical substance of behavioral AI, cloud security, and agent security when customers need more than a standard pitch, credibly holding your own with security and platform teams.
- Run point on design partner conversations for products still in early availability, partnering closely with product leadership to shape these deals and bring the right resources to the table.
- Help build the playbook for how AI Security gets sold as this suite matures from early availability into GA. Much of this motion is still being defined, and you’ll have real influence over how it takes shape.
- Stay current as the suite evolves. Availability and depth will shift quickly as products move from design partner to GA.
WHAT YOU’LL SELL
Abnormal’s AI Security suite includes five products, each at a different stage of availability:
Product
Description
AI Governance
Discovers your AI, uncovers shadow AI, and shows who’s using what and at what cost.
AI Cloud Security
Detects and contains AI cloud breaches using behavioral AI and honeypots.
AI Employee Guardrails
Lets employees use AI without leaking data or triggering unintended actions.
AI Agent Security
Inventories an organization’s AI agents and ensures they behave as intended.
AI Security Workbench
Lets security teams use AI to run investigations with Abnormal’s models, without guardrails.
WHY THIS ROLE MATTERS RIGHT NOW
AI security is coming up in close to 80% of customer conversations at the executive level, and customers already trust Abnormal’s behavioral approach to solve it. Every security vendor is staking a claim in this space, but Abnormal has earned real credibility here through eight years of behavioral AI investment and a proven track record protecting email for thousands of customers.
That trust is an advantage today, not a permanent one, and this role exists to make sure Abnormal capitalizes on it while the window is open. For the right person, that means getting in early on a brand-new motion, working closely with executive and product leadership, and building a track record as one of the people who defined how this category gets sold.
WHAT WE’RE LOOKING FOR
- 5+ years of Enterprise sales experience (3,000+ seat accounts), with a proven track record of winning new logos, expanding accounts, and displacing legacy competitors in competitive markets.
- Genuine technical depth and curiosity: comfort discussing AI architecture, cloud security concepts, and how behavioral models work, in enough detail to earn trust with technical buyers.
- Ability to operate in ambiguity. This suite and the motion for selling it are both still evolving, and much of the playbook will be built by whoever takes this role on.
- Strong cross-functional instincts. This role depends on tight partnership with AEs, Sales Engineering, and product leadership rather than working in isolation.
- Prior exposure to cybersecurity, AI/ML concepts, or cloud security.
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A note on AI in our process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI’s policies relevant to our security and privacy standards.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
