Enterprise Majors Account Executive

Abnormal

20h•$144,500 - $170,000•Hybrid

About The Position

Abnormal AI is seeking an Enterprise Account Executive to join their Ohio Valley team. This role involves selling behavioral AI security solutions into enterprise-level accounts within a defined territory. The company emphasizes its platform built from AI up to detect human-targeted attacks that traditional tools miss. The ideal candidate is a proven hunter with a disciplined approach to pipeline development and prospecting, skilled at leveraging multiple demand generation channels. They should be a strong qualifier, effective presenter, process-oriented with strong time management, data-disciplined, a business case builder, knowledge sharer, internal guide, and resilient in early-stage environments. The role requires leveraging cross-functional teams including SEs, marketing, BDRs, product, and CS.

Requirements

3+ years of direct (not overlay) experience hunting in enterprise-sized organizations (3k+ employees).
Track record of prospecting, winning new logos, and expanding accounts in competitive, incumbent-heavy environments.
Negotiation skills to handle large organizations and complex, multi-stakeholder sales cycles.
Consistent over-quota performance, ideally top 10% of sales organization.
Technical fluency across security, email, cloud, and AI, sufficient to converse with a CISO.
Cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security teams at average deal sizes of $100k+.
Experience thriving in early-stage, underdog, or incumbent-challenging environments, with the ability to build territory with limited resources.
Comfort selling within a rapidly growing company (40%+ year over year growth).

Responsibilities

Own and grow a defined enterprise territory, with a mandate to overachieve new annual recurring revenue quota.
Run the full deal cycle on enterprise accounts (>3k mailbox organizations): first conversation, technical evaluation, contract signature, and upsell conversations.
Prospect and build new business opportunities to keep pipeline ahead of target, utilizing the go-to-market engine, marketing, channel, and referrals.
Sell a platform that covers email security, identity, AI security, and insider threat.
Partner with Customer Success to protect renewals and spot expansion opportunities.
Maintain accurate data across Salesforce, Highspot, and Close Plan.
Act as the customer's advocate internally, working with Sales Engineering, Product, and Marketing to prioritize revenue-closing activities.