AI Security Sales Executive, TOLA

Abnormal

15h•$157,250 - $185,000

About The Position

The AI Security Sales Executive is a quota-carrying sales role dedicated to Abnormal’s AI Security suite. The role owns AI Security sales in the TOLA territory, leading the sales cycle from first conversation through close and pursuing both large new enterprise customers and upsell opportunities within the existing customer base. The executive works alongside Account Executives and partners with Sales Engineering and product leadership, while also engaging deeply with technical buyers on behavioral AI, cloud security, and agent security. The role includes managing design-partner conversations for products in early availability, bringing appropriate resources into deals, and sharing field feedback with product leadership. The successful candidate will help shape the sales playbook as the suite and its availability evolve, operating in an environment where demand is high and the sales motion is still developing. Abnormal’s AI Security suite comprises AI Governance, AI Cloud Security, AI Employee Guardrails, AI Agent Security, and AI Security Workbench. Base salary is $157,250–$185,000 USD. The role may also be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Actual compensation depends on factors including skills, experience, qualifications, and geographic location.

Requirements

At least 5 years of quota-carrying sales experience, primarily selling to enterprise accounts.
A proven record of winning new logos and expanding accounts.
Technical depth and curiosity, including the ability to discuss AI architecture, cloud security concepts, and behavioral models in sufficient detail to earn technical buyers’ trust.
A hunter’s drive and the judgment to prioritize when demand exceeds capacity.
Comfort operating amid ambiguity while the product suite and sales motion continue to evolve.
Strong cross-functional instincts and the ability to work with Account Executives, Sales Engineering, and product leadership while also working autonomously.

Nice To Haves

Direct experience selling AI security, cloud security, or other emerging security categories.
Experience in an overlay, specialist, or advisory role in cybersecurity or AI, or a record of selling to CISOs and security leaders.
Experience selling early-availability products and shaping design-partner deals.

Responsibilities

Own the AI Security quota and run the full sales cycle from first conversation through close, including upsell campaigns across existing customers.
Pursue and open doors with large enterprise prospects and new logos.
Prioritize sales activity and time according to potential impact.
Partner with territory Account Executives, equip them for AI Security conversations, and engage directly in the most important deals.
Discuss behavioral AI, cloud security, and agent security in technical depth with customer security and platform teams.
Lead design-partner conversations for products in early availability, coordinating with product leadership and relevant resources.
Provide field feedback to product leadership and help develop the AI Security sales playbook.
Keep current as the AI Security suite’s availability and capabilities evolve.