About the role
Regional Director, Enterprise Sales
This is your moment
Sweden. Norway. Denmark. Finland. Four markets, one region, and a team of elite sellers who are already winning. Abnormal is one of the fastest growing cybersecurity companies in the world, and we are looking for a Regional Director to take the Nordics to its next level.
Every CISO in the region is facing the same problem: attackers are using AI to get past defences built for a different era. Abnormal exists to change that. You will be the leader who gets into the deals, runs to the fire, and builds on a team that is already formidable.
This is not a role for someone who manages a forecast from behind a screen. It is for a leader who would rather be in the room with a CISO than in a meeting about the meeting.
Your mission
Overachieve the Nordics new annual recurring revenue (NARR) quota by winning enterprise accounts (2,000+ mailboxes) from first conversation to signature, and by growing them long after.
Along the way, you will:
Take an elite team and make it even better, through coaching, inspiration and an unrelenting standard.
Be hands on in the deals that matter, side by side with your Account Executives.
Spend your time where the revenue is: with customers, prospects and partners.
Build a channel in the region from the ground up, with your own hands.
Make the whole region move together, leading marketing, SDR and channel through a matrix model.
How you will lead
Hands on, always. You love getting into the deals with your AEs. You shape the strategy, join the critical calls, open doors at CISO, CIO and CTO level, and help close complex, multi-stakeholder deals from $200K+ through to $1M+.
Inspire the team. You lead with energy and example. You know what great looks like because you have done it, and you make the people around you want to do it too.
Run to the fire. When a deal is wobbling, a customer needs you or a competitor shows up, you are the first one there.
Thrive in velocity. We are low friction on process and high on pace. You enjoy agility, you make decisions quickly, and you are comfortable in a dynamic, Slack-based working culture where the best ideas move at the speed of a message.
Be external first. You will spend more time out in the market than in internal meetings, because that is where the pipeline and the relationships are.
What you will own
A programmatic sales playbook. Run a disciplined, repeatable approach to selling, embedded in the 3-Whys and MEDDPICC. Inspect deals with rigour, forecast monthly and quarterly with credibility, and lead Quarterly Business Reviews that drive action.
The team. Develop each Account Executive in the areas that matter most to their skills and NARR results. Recruit when the region needs it, and keep a bench of future talent warm so you are never caught short.
The matrix. Hold responsibility across channel, marketing and SDR in the region, bringing them together behind one plan to generate pipeline and accelerate new business.
The channel. Build strategic relationships with existing channel partners and open up new ones. This is a hands-on builder role, not a hand-off.
The customer. Maintain strong relationships with key customers in the region, focused on value realisation, timely renewals, rapid expansion and referrals.
The proof. Partner closely with Sales Engineering to deliver outstanding demonstrations and a repeatable proof-of-concept and technology validation programme.
The voice of the market. Be the voice of the customer and prospect inside Abnormal, with Sales Engineering, the POV team, Product and Marketing, so the right things get prioritised and more revenue gets closed.
What you bring
You are a proven winner who holds yourself accountable to consistent over-achievement, and who is hungry to build on something already strong.
10+ years of enterprise sales experience, with a track record of exceeding quota selling security, networking and/or software.
3+ years leading a sales team focused on new business and new logos.
A hunter's mentality: you have led teams that create new demand, win new customers and source their own pipeline.
A record of closing complex enterprise deals with multiple buying influences, in new or emerging solution categories, including deals of $200K+ and $1M+.
Credibility with executives. You build strong relationships with customers and partners at the most senior levels, and translate technical features into business value.
Fluency in consultative, value-based methodologies such as MEDDPICC, Force Management or Challenger Sale.
Experience building or growing a channel, and the instinct to get hands on with partners.
Outstanding verbal, written and presentation skills.
A bias for action, comfort with ambiguity and real enjoyment of a fast-paced, low-process environment.
Why you will love it here
We are building a generational company, and you would be building it with us. Abnormal is one of the fastest growing cybersecurity companies in the world, selling something customers genuinely need in a category that is still being defined. The momentum is real, the product is differentiated and the opportunity ahead is enormous.
Here, builders are not spectators. You will inherit a team of elite sellers and be trusted to make them even better. You will work shoulder to shoulder with Sales Engineering, Product and Marketing, and your voice will shape what we build and how we win. You will have the freedom to move fast, the support to do it well, and a front-row seat to something special.
If you want to lead from the front, build a region and put your name on some of the most important deals in Nordic enterprise security, as part of a company people will talk about for decades, we would love to meet you.
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.
Originally posted on Himalayas
