Enterprise Account Executive, Mid Atlantic

Abnormal

84d • $136,000 - $160,000

About The Position

As an Enterprise Account Hunter at Abnormal AI, you will leverage your 7+ years of direct enterprise experience to prospect, close new logos, and grow major accounts against incumbents. You will be responsible for negotiating with large organizations and closing complex sales, demonstrating a proven track record of consistent over-quota performance, placing you in the top 5% of the sales organization. Your technical competence in areas such as security, email, cloud, and AI will be essential, particularly in selling subscription software/SaaS to CISOs and security personnel. Experience in a start-up environment is crucial, as you will need to build territory, including channel partnerships and initial customer wins, with limited resources.

Requirements

• 7+ years of direct enterprise experience prospecting and closing new logos
• Skill in negotiating with large organizations and closing complex sales
• Proven performer with consistent over quota performance and/or top 5% of sales organization
• Technically competent in security, email, cloud, AI, etc.
• Experience selling subscription software/SaaS to CISOs and security personnel
• Experience in a start-up environment with limited resources
• BS/BA degree or equivalent work experience

Nice To Haves

• Ability to hunt with a disciplined approach to early pipeline development
• Good qualifier with the ability to uncover customer problems and pains
• Good presenter with the ability to demonstrate value based on customer pain points
• Disciplined in sales methodology and time management
• Ability to develop and present a business case showing high ROI to multiple stakeholders
• Ability to extract, document, and organize lessons and information about customers
• Ability to guide internal stakeholders through their buying processes
• Grit to find success in an early-stage environment
• Good understanding of leveraging other departments including Sales Engineering, Marketing, BDRs, Product, and Customer Success

Responsibilities

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work enterprise accounts (2k+ mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer
• Prospect and generate new business opportunities with enterprise accounts (2k+ mailbox organizations) to supply enough pipeline for them to hit sales targets
• Work with Customer success to ensure a timely renewal and expansion sale 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.

Benefits

• Bonus eligibility
• Restricted stock units (RSUs)
• Individual compensation packages based on skills, experience, and qualifications

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree