Enterprise Account Executive

Summary

Join Abnormal AI as an Enterprise Account Executive and be part of the Bay Area + Northwest team, selling security solutions to enterprise-level accounts. This role requires a proven track record of success in enterprise sales, including prospecting, new logo acquisition, and account expansion. You will be responsible for managing the entire sales cycle, from initial contact to contract signing and upselling. The ideal candidate possesses strong qualification, presentation, and business case-building skills. Data discipline and collaboration with cross-functional teams are essential. This position offers a competitive base salary and the potential for bonuses and restricted stock units.

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

Preferred Qualifications

• Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts
• Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals
• Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions
• Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges
• Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality
• Data-disciplined, maintaining accurate and consistent account and opportunity data at all times
• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups
• Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning
• Internal guide, adept at navigating and supporting internal buying processes
• 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

Benefits

• Bonus
• Restricted stock units (RSUs)
• Benefits