Abnormal Security is hiring a
Enterprise Account Executive

Summary

Join our team as a SLED Account Hunter and sell Abnormal Security solutions to Enterprise level territory with the goal to overachieve new annual recurring revenue quota. You'll work State/Local Government & K-12 Education (SLED) accounts from initial conversations through signing a contract and up-selling once they're a customer.

Requirements

• SLED Account Hunter: Demonstrated 5+ years of direct (vs. overlay) SLED experience prospecting, closing new logos and growing major accounts against incumbents
• Skill in negotiating with State/Local Government and K-12 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.)
• Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into State/Local & K-12 accounts with the ability to leverage/balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals
• Good qualifier: Ability to uncover / discover customer problems pains
• Good presenter: ability to present and demonstrate value based off customer pain points
• Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
• Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
• Ability to extract, document and organize lessons, knowledge and information about customers
• Ability to guide internal stakeholders through their own internal buying processes
• Grit: ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success

Responsibilities

• Build pipeline by balancing five sources of lead generation
• AE Sourced: Prospect into SLED accounts (>2k mailbox organizations) within their territory using cold-calling, targeted emails and introductions through existing relationships
• Marketing: Follow-up in a timely fashion on marketing-driven leads including going to events and following up with prospects, responding to inbound leads, and working BDR-sourced leads/accounts
• BDR: work with BDR on targeted lists and roles / responsibilities
• Channel: work with channel partners to uncover new opportunities
• Customer: work with customers to gain referrals and find add-on business
• Conduct discovery calls/meetings to uncover prospect pain points and needs
• Work alongside sales engineering, product and founders to demonstrate and communicate Abnormal’s value proposition to prospects
• Work deals until there is a mutual action agreement going into a proof-of-value (POV) with prospects so that their assessment of the product coincides with the business needs
• Work with Sales Engineering to ensure that communication of POV effectively demonstrates value against what the prospect is looking for (i.e. Mutual Action Agreement)
• Work with prospects to negotiate with legal and procurement on deal terms and pricing
• Working alongside Customer Success to uncover opportunity with customers for up-selling and/or cross-selling of additional products in the future
• Document progress on deals (i.e. stages, notes) within SFDC to keep pipeline up-to-date for accurate forecasting
• Communicate asks from prospects/customers to Product and Engineering teams for more customer-centric prioritization of our product roadmap
• Accurately forecast expected revenue between +10% / -5%

Preferred Qualifications

BS/BA degree or equivalent work experience