Regional Sales Director at Abnormal

About the Role

• Own responsibility for the sales team in your defined territory with the goal to overachieve new annual recurring revenue quota for the region.

• Work with your team to focus on selling to enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.

• Recruit and hire a team that meets the projected productive capacity of the region while staying within budget. Build and maintain a bench of future candidate relationships to stay ahead of team changes.

• Lead a data-driven business that develops each Account Executive in the most critical areas to advance their skillset and NARR results.

• Maintain relationships with key region customers to ensure timely renewal and upsell opportunities

• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

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 seller 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.