Director, Mid Market Sales (West)

About the Role

Abnormal AI is seeking a dynamic and experienced Director of Mid-Market Sales to lead a high-performing sales organization responsible for accelerating new business growth across the west coast of the US. This strategic leader will define and execute long-term sales strategies to expand Abnormal’s footprint, penetrate new markets, and drive sustainable revenue growth.

The ideal candidate is a proven sales executive with deep cybersecurity expertise, a track record of leading and scaling teams that exceed quota, and the ability to collaborate cross-functionally to deliver meaningful business outcomes. This person will embody Abnormal’s values of integrity, excellence, and customer obsession, while inspiring their team to deliver extraordinary results. You will also need to be located in the western half of the US.

What you will do 

• Develop and execute regional and national go-to-market strategies to achieve aggressive revenue and market share goals.
• Lead, coach, and develop a team of senior sales professionals, creating a culture of accountability, collaboration, and continuous improvement.
• Drive organizational change and scalability by designing repeatable processes, productivity frameworks, and performance standards.
• Influence cross-functional strategy by partnering closely with Marketing, Product, and Customer Success to align market feedback with company priorities.
• Cultivate executive-level relationships with key customers, prospects, and partners to accelerate business growth and strengthen Abnormal’s market position.
• Oversee forecasting and performance metrics, ensuring accuracy, predictability, and operational excellence in revenue reporting.
• Expand the partner ecosystem, developing strategic relationships with new and existing channel partners to maximize regional impact.
• Represent the voice of the field in strategic planning sessions with senior leadership, contributing to company-wide growth initiatives and budgetary decisions.

Must Haves 

• 6+ years of experience leading high-performing sales teams focused on acquiring new business and new logos.
  3+ years of direct cybersecurity sales experience, with a consistent record of exceeding multi-million-dollar revenue targets.
• Proven ability to design and implement comprehensive sales strategies that achieve long-term business objectives.
• Demonstrated success in influencing executive stakeholders and driving alignment across cross-functional teams.
• Strong market analysis and business acumen, with the ability to identify emerging opportunities and competitive trends.
• Expertise in managing complex enterprise sales cycles with multiple stakeholders and deal sizes of $100K–$500K+.
• Exceptional leadership, communication, and organizational skills, with a passion for developing talent and scaling teams.
• Experience leveraging consultative and value-based sales methodologies (e.g., Force Management, Challenger Sale).
• Ability to operate effectively in a high-growth, fast-paced environment, balancing strategic vision with hands-on execution.

As a Director of Mid-Market Sales, you will be a key contributor to Abnormal AI’s long-term growth strategy. You’ll help define how we expand into new markets, scale revenue operations, and empower a world-class sales organization to protect customers from the most advanced cybersecurity threats.

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