区域销售总监 (西北区)
Regional Sales Director (Northwest)
职位描述
Abnormal AI 正在寻找一位经验丰富的销售负责人，负责并发展我们企业销售团队。您将负责组建和领导一支高绩效的企业销售团队，专注于开拓和扩展战略客户。您将成为区域销售负责人，制定愿景、推动执行，并通过规范的流程、协作和强大的市场进入策略，使您的团队取得成功。
理想的候选人应位于旧金山湾区，并具备以下技能：
- 团队建设者和人才磁石，有按时按预算招聘、入职和培养高绩效企业销售人员的经验。
- 以数据为导向的领导者，擅长定义、跟踪和管理销售人员的生产力 KPI，并将其与收入里程碑对齐。
- 管道架构师，有通过激活所有需求渠道（AE 挖掘、SDR、市场部、合作伙伴和客户代言人）建立强大管道的经验。
- 战略型销售人员，与销售团队合作进行客户规划、机会策略和高管参与，确保区域内的持续执行。
- 预售协作专家，擅长与销售工程团队合作，提供定制化、有说服力的演示和可扩展的试点流程。
- 客户扩展倡导者，通过值得信赖的高管关系实现价值实现、留存和升级销售增长。
- 预测专家，采用系统化的方法进行管道检查和预测——基于 MEDDICC 等框架。
- 渠道战略家，懂得如何建立、激活和增长合作伙伴关系，以补充直销并扩大市场覆盖。
- 绩效优化者，能够开展清晰、可操作的季度业务回顾（QBR），评估销售绩效、衡量进展并推动持续改进。
- 亲力亲为的成交者，有能力在需要时从前方带领，与 CISO/CIO/CTO 层面的复杂企业交易进行接触并达成交易。
您将负责：
- 招聘并雇佣一支世界级的企业销售人员团队，按时按预算完成
- 明确传达、管理和支持企业销售人员达成所有关键生产力指标和增长里程碑
- 培养一种规范的管道生成方法，利用所有可用资源，包括现场销售、市场部、渠道合作伙伴和销售发展，以加速新业务的增长。
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About the Role
Abnormal AI is seeking a seasoned sales leader to oversee and grow a team within our Enterprise Sales organization. You will be responsible for building and leading a high-performing team of Enterprise sellers focused on landing and expanding strategic accounts. You will serve as the regional sales leader, setting the vision, driving execution, and enabling your team to succeed through disciplined process, collaboration, and strong go-to-market alignment.
The ideal candidate for this role will be located in the Bay Area and bring the following skillset:
- Team builder and talent magnet with a track record of hiring, onboarding, and developing high-performing enterprise sellers on time and within budget.
- Metrics-driven leader skilled at defining, tracking, and managing seller productivity KPIs and aligning them with revenue milestones.
- Pipeline architect experienced in building robust pipelines by activating all demand channels: AE prospecting, SDRs, marketing, partners, and customer advocates.
- Strategic seller who partners with sellers on account planning, opportunity strategy, and C-level engagement to drive consistent execution across the region.
- Pre-sales collaborator adept at working with Sales Engineering to deliver tailored, compelling demos and scalable proof-of-concept processes.
- Customer expansion champion focused on delivering value realization, retention, and upsell growth through trusted executive relationships.
- Forecasting expert with a disciplined, methodical approach to pipeline inspection and forecasting — grounded in frameworks like MEDDICC.
- Channel strategist who knows how to build, activate, and grow partnerships to complement direct sales and expand market reach.
- Performance optimizer who runs crisp, actionable QBRs to evaluate sales performance, measure progress, and drive continuous improvement.
- Hands-on closer with the ability to engage and close complex enterprise deals at the CISO/CIO/CTO level, leading from the front when needed.
What you will do
- Recruit and hire a world class team of enterprise sellers, on time and on budget
- Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth
- Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.
- Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.
- Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program.
- Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.
- Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
- Develop strategic relationships with existing channel partners and the development of new channel partners.
- Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.
- Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory.
Must Haves
- 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
- 3+ years leading a sales team focused on growing new business and new logos
- Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
- A winner, someone who holds themselves accountable to consistent over-achievement
- Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories.
- Experience managing and closing deals of $200K+ as well high value transactions above $1m+
- Experience establishing and fostering strong relationships with potential partners and customers at executive levels
- Strong presentation and communications skills, competent translating technical features into business value
- Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
- Outstanding verbal, written, and presentation skills
- Comfortable working in a highly fast-paced environment
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Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
Base salary range:
$197,650—$232,500 USD
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.