Enterprise Account Executive - Southeast Florida

Abnormal

6h•$144,500 - $170,000

About The Position

Abnormal AI is seeking an Enterprise Account Executive for its Southeast team to sell security solutions to enterprise accounts in a defined territory. The ideal candidate is local to Southeast Florida, including the Miami, Fort Lauderdale, or Palm Beach area. This role focuses on developing and managing enterprise opportunities, winning new customers, and growing existing accounts. The position requires a disciplined, consultative sales approach, strong prospecting and qualification skills, and the ability to coordinate effectively with internal teams and customers. The role is expected to overachieve its new annual recurring revenue quota. The successful candidate is a resilient, data-disciplined enterprise sales professional who can build business cases, tailor presentations and demonstrations to stakeholder needs, navigate complex buying processes, and share customer and deal insights with the broader team. They should be comfortable selling in an early-stage or underdog environment and working cross-functionally with Sales Engineering, marketing, BDRs, product, and customer success. Base salary range is $144,500–$170,000 USD. The role may also be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Actual compensation depends on factors including skills, experience, qualifications, and geographic location. Abnormal AI uses AI-assisted tools to help prepare candidate interviews, but hiring decisions are made by people. Successful applicants who receive a conditional offer must successfully complete pre-employment checks. Abnormal AI is an equal opportunity employer.

Requirements

At least 3 years of direct (not overlay) experience selling into enterprise-sized organizations with 3,000 or more employees, including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments.
Ability to negotiate with large organizations and close complex sales.
Consistent over-quota performance and/or ranking in the top 5% of a sales organization.
Technical competence and familiarity with security, email, cloud, and AI.
Experience selling cybersecurity subscription software or SaaS to CISOs and security personnel, with average sales of $100,000 or more.
Success at an early-stage, underdog, or new-entrant company competing with large competitors, including building a territory with limited resources, channel and technology partners, and initial customer wins.
BS/BA degree or equivalent work experience.
Disciplined enterprise prospecting and early pipeline development, using AE prospecting, SDRs, marketing, channel, and customer referrals.
Strong qualification skills, including uncovering customer pain points and connecting them to value-driven solutions.
Ability to tailor presentations, demonstrations, and messaging to stakeholders’ business challenges.
Consistent, repeatable sales methodology, strong time management, and ability to manage multiple deals while maintaining quality.
Accurate and consistent account and opportunity data management.
Experience building business cases and quantifying ROI for diverse stakeholder groups.
Ability to document customer insights and deal lessons, guide internal buying processes, and work effectively with cross-functional teams.

Nice To Haves

Local to Southeast Florida, including Miami, Fort Lauderdale, or Palm Beach.

Responsibilities

Sell Abnormal security solutions in a defined territory and aim to exceed the new annual recurring revenue quota.
Manage enterprise accounts with more than 3,000 mailboxes from initial conversations through contract signing, and pursue upsell opportunities after they become customers.
Prospect and generate new business opportunities with enterprise accounts with more than 3,000 mailboxes to build sufficient pipeline for sales targets.
Work with Customer Success to support timely renewals and identify expansion opportunities.
Document results and maintain accurate data across sales systems, including Salesforce, Highspot, and Close Plan.
Represent customer and prospect needs to internal teams, including Sales Engineering/POV, Product, and Marketing, to help prioritize work that supports revenue closure.