Enterprise Account Executive (Philadelphia)

Abnormal

13h•$144,500 - $170,000•Remote

About The Position

Abnormal AI is looking for an Enterprise Account Executive to join the East team. This team sells our security solutions to enterprise-level accounts within a defined territory (Philadelphia). The ideal candidate for the role will be local to the Philadelphia or Southern New Jersey area and possess a strong skillset including being a proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. They should be skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals. A strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions is essential. The candidate must be an effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges. A process-oriented approach with a consistent, repeatable sales methodology and strong time management skills is required, capable of managing multiple deals without sacrificing quality. Data-discipline, maintaining accurate and consistent account and opportunity data at all times, is crucial. The role also requires a business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups, and a knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning. An internal guide, adept at navigating and supporting internal buying processes, is also needed. Finally, the candidate must be 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.

Requirements

Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations, 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
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.