Enterprise Account Executive

Summary

Join Abnormal Security as an Enterprise Account Executive and sell security solutions to enterprise-level accounts. You will hunt for new business opportunities, qualify leads, present solutions, and manage the sales process from initial contact to contract signing and upselling. The role requires consistent overachievement of quotas and experience selling subscription software to CISOs and security personnel. Success in an early-stage environment is crucial, along with strong negotiation and closing skills. You will collaborate with internal teams, including Sales Engineering, Marketing, and Customer Success, to ensure customer satisfaction and revenue generation. Maintain accurate data across all sales systems is also a key responsibility.

Requirements

• Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents
• Skill in negotiating with large organisations 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 organisations) 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 organisations) 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 prioritisation to close more revenue