From "Used Car Salesman" to Authentic Connector

When Sam first joined Abnormal as a Sales Development Representative (SDR) nearly four years ago, he did what most new salespeople do: follow the script, polish the pitch, and aim to sound professional. But over time, that approach felt forced.

“I felt like I was becoming very robotic, just reading off a script — what I always refer to as the used car salesman style,” Sam said.

Everything shifted when he started supporting Abnormal’s first public sector reps. Working alongside teammate Rob Bullen (Enterprise AE, SLED – Northeast), he began to see a different side of sales — one grounded in empathy, honesty, and shared experience.

“Rob told me, you’re working with people who do this because they love it, not because they’re making millions. They can see through the BS. That really clicked for me.”

Once Sam started showing up as himself, the conversations changed. He related his own experiences to theirs — as a former college student hit by scams and a taxpayer who wanted to see his community protected. “It made the conversations more meaningful,” he said.

Finding Meaning in the Mission

That shift didn’t just change his calls — it reshaped his career. His confidence grew, his results followed, and he began mentoring others to do the same.

“I tell new SDRs all the time: talk to people like you would anyone else. These aren’t CEOs on yachts — they’re public servants who pull their pants up one leg at a time, just like you and I do.”

As Abnormal built out its public sector organization, Sam became the first SDR assigned to support a public sector Account Executive. He helped grow the business from a handful of state and local customers to a thriving vertical that now represents a major part of Abnormal’s success.

“It means a lot to know I’ve been part of building this from the ground up,” he said. “It’s not just about my own success — it’s about being part of something bigger.”

Selling What You Believe In

For Sam, authenticity doesn’t stop with how he connects — it extends to what he represents.

“To actually see technology do what it says it’s going to do — after working at places that painted a pretty picture and never delivered — was really reassuring for me,” he said.

That belief shows up in every customer conversation. “Selling Abnormal, the proof is in the pudding,” Sam explained. “It’s easy to implement — maybe five or six clicks max — and the results speak for themselves.”

That confidence makes his job simpler and more fulfilling. “I never feel bad putting my reputation on the line to sell this product,” he said. “What we say we do — we actually do.”

In one recent example, a community college told Sam they were ready to move forward but couldn’t purchase until the next fiscal year. Even then, they encouraged him to share their name as a reference — a sign of trust that only comes from genuine relationships.

A Culture That Trusts You to Try

At Abnormal, that trust goes both ways.

“In past organizations, I felt micromanaged,” Sam said. “Here, leadership empowers me to make decisions and still supports me when I’m navigating something new. That balance of trust and teamwork brings out the best in everyone.”

He also sees that mindset reflected at every level of leadership. “I’ve had personal conversations with Evan,” he shared. “He encourages people to push back and challenge ideas — he wants to think about it from another angle. That’s rare in most companies.”

That openness empowers Sam and his peers to experiment. “My leaders are always like, if you can find a new way to get our name out there, let’s try it. If it doesn’t work, we fine-tune it. They’ll never just 86 an idea,” he said.

When AI Becomes Your Backup Memory

As a seller, Sam also sees how Abnormal’s AI-native mindset shapes how teams work — not just what they sell.

“AI has become such a buzzword, but here it’s woven into everything we do,” he said. “I use it to pull insights from my customer conversations — to build POV plans, follow-ups, and tailored outreach.”

He even uses AI to analyze meeting transcripts and surface patterns he might have missed in real time. “It’s my backup to my memory,” he said. “It helps me stay focused on high-level conversations instead of note-taking.”

For Sam, that’s where AI and authenticity connect: automation handles the admin so he can stay focused on building relationships — the part he values most.

Teamwork in a Different Kind of Sales Cycle

The SLED team, Sam said, sometimes feels like its own world within Abnormal. Because public sector sales operate on unique budget cycles, collaboration and patience are key.

“SLED is its own baby — our process runs differently because our customers operate and budget differently. We celebrate wins that happen outside the typical budgeting period because it means the customer really saw the value,” he explained.

It’s that mix of autonomy and teamwork that keeps him energized. “We’re a smaller team but very connected. Everyone wants to see each other win,” he said.

Finding Your Voice Is Just the Start

When asked what advice he’d give to someone joining Abnormal’s go-to-market team, Sam didn’t hesitate — and he didn’t stick to clichés.

“Part of it is just being uniquely yourself,” he said. “Don’t follow every conventional sales playbook. The people who are most successful here take what they’ve learned and make it their own.”

He also encourages new hires to speak up. “Being able to challenge the system is important. Evan encourages it — he wants people to think from another angle and back up their ideas. That’s rare.”

And most of all, he says, success starts with belief. “Believing in what we do and getting behind it will make you the most successful. You’re joining a team full of all-stars — prove you’re one of them.”

Building Something That Lasts

As Abnormal grows, Sam sees something he hasn’t found anywhere else — the potential to build a company that lasts.

He talks about that future with real conviction. “Evan (Reiser, Abnormal AI CEO) always says he wants to make this a generational company, and I want to be a part of that,” Sam shared. “For me, that means staying long enough to help it grow into everything we know it can be — and being part of the team that makes that happen.”

His perspective sums up why authenticity, trust, and belief run deeper than just values at Abnormal — they’re how people build lasting careers and shape what the company becomes next.

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