Enterprise Account Executive (North Carolina)

Abnormal

10d•$144,500 - $170,000•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 North Carolina and possess a strong skillset for enterprise sales. Key attributes include being a proven hunter with a disciplined approach to pipeline development and prospecting, skilled at leveraging multiple demand generation channels. The candidate should be a strong qualifier, adept at uncovering customer pain points and connecting them to value-driven solutions. Effective presentation skills, the ability to tailor demos and messaging, and a process-oriented approach with a repeatable sales methodology and strong time management are essential. Data discipline for maintaining accurate account and opportunity data, business case building skills for quantifying ROI, and knowledge sharing capabilities are also important. The role requires an internal guide adept at navigating internal buying processes, and resilience with the grit to thrive in early-stage environments, leveraging cross-functional teams effectively.

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

Responsibilities

Sell Abnormal security 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.