Area Vice President, West/South Central

Abnormal

2d•$233,750 - $275,000

About The Position

The Area Vice President, West/South Central is a second-line sales leader reporting to the VP of Enterprise Sales. The role owns the enterprise sales teams across a defined area, overseeing multiple frontline Sales Leaders and their teams, and is accountable for exceeding the region’s new annual recurring revenue quota. The position leads sales execution across named enterprise accounts with more than 3,000 mailboxes, from initial conversations through contract signature and subsequent upsell opportunities. It involves recruiting and developing sellers and leaders, setting productivity expectations, building pipeline-generation discipline, and creating and executing the area’s sales strategy. The Area Vice President also partners with Sales Engineering, Product, Marketing, and channel partners; builds executive-level customer and partner relationships; supports retention and expansion; and provides monthly and quarterly revenue forecasts and Quarterly Business Reviews to executive leadership. The role is part of a fast-growing company expanding its security platform beyond email into identity, AI security, and insider threat. Compensation includes a base salary range of $233,750–$275,000 USD, and the role may also be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Requirements

10 or more years of enterprise sales experience with a demonstrated record of exceeding quota selling security, networking, and/or software solutions.
5 or more years leading a sales team focused on new business and new-logo growth, including 2 or more years of second-line leadership managing frontline sales managers rather than directly managing individual contributors.
Demonstrated ability to lead and develop other leaders by coaching managers on pipeline discipline, performance management, and team-building; track record of promoting from within.
Experience owning strategic planning and execution across a multi-team or multi-region area, including territory design, headcount and capacity planning, and resource allocation to meet an area-level revenue target.
Direct experience managing teams responsible for generating new demand, acquiring new customers, and sourcing new pipeline.
Consistent, sustained overachievement against sales targets.
Experience closing complex enterprise sales involving multiple buying influences.
Experience managing and closing deals of $200,000 or more, including high-value transactions above $1 million.
Demonstrated ability to build strong executive-level relationships with partners and customers.
Strong presentation and communication skills, including the ability to translate technical features into business value.
Fluency in consultative, value-based sales methodologies such as Force Management, Challenger Sale, or MEDDIC.
Comfort working in a fast-paced, scaling environment where processes and the playbook are still being developed.

Nice To Haves

Experience closing complex enterprise sales in new or emerging solution categories.

Responsibilities

Lead the sales teams across the defined area, overseeing multiple frontline Sales Leaders and their teams, and exceed the region’s new annual recurring revenue quota.
Guide leaders and teams through the full deal cycle for named enterprise accounts with more than 3,000 mailboxes, including initial conversations, contract signatures, and upsells.
Recruit and hire enterprise sellers and leaders on time and within budget; meet projected productive-capacity needs and build a bench of future candidates.
Set productivity metrics and growth milestones for leaders and sellers, and enable them to achieve those goals.
Establish disciplined pipeline generation by activating field sales, marketing, channel partners, and sales development resources.
Develop the area’s sales execution strategy and drive collaborative execution.
Use data to develop Leaders and Account Executives in skills and activities that support their performance and new ARR results.
Partner with Sales Engineering Leadership on product demonstrations and a repeatable proof-of-concept program, particularly as the platform expands beyond email.
Maintain and deepen customer relationships focused on value realization, retention, renewals, upsell expansion, and referrals.
Forecast monthly and quarterly revenue to executive leadership through deal inspection and a consistent forecasting methodology.
Grow strategic relationships with existing channel partners and develop new partner relationships.
Run Quarterly Business Reviews covering sales productivity, plan execution, and progress against strategic objectives.
Advocate for customers internally and work with Sales Engineering, Product, and Marketing to prioritize needs that help close revenue.
Identify, cultivate, and close new business at the executive level, including CISO, CIO, and CTO stakeholders, in enterprise accounts across the territory.