Enterprise Account Executive (Tampa)

Abnormal

1d • Remote

About The Position

Abnormal AI is looking for an Enterprise Account Executive to join the Southeast team. This team sells our security solutions to Enterprise level accounts within a defined territory. The ideal candidate for the role will be local to the Tampa, FL area and possess a strong skillset for prospecting, qualifying, presenting, and managing complex sales cycles within large organizations. This role requires a disciplined, data-driven, and resilient individual who can thrive in an early-stage environment and effectively leverage cross-functional teams.

Requirements

• Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations (3k+ employee count), including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments.
• Skill in negotiating with large organizations and closing complex sales.
• Proven performer with consistent over quota performance and/or top 5% of sales org.
• Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
• Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel with average sales $100k+.
• Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.).
• BS/BA degree or equivalent work experience.

Nice To Haves

• Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts.
• Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals.
• Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions.
• Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges.
• Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality.
• Data-disciplined, maintaining accurate and consistent account and opportunity data at all times.
• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.
• Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning.
• Internal guide, adept at navigating and supporting internal buying processes.
• Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS.

Responsibilities

• Sell Abnormal AI solutions to your defined territory with the goal to overachieve new annual recurring revenue quota.
• Work enterprise accounts (>3k 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 (>3k 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.
• Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan).
• 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 This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree