Enterprise Account Executive

Summary

Join Abnormal AI as an Enterprise Account Hunter and leverage your 7+ years of experience in enterprise sales to exceed new annual recurring revenue quotas. You will prospect, close new logos, and grow major accounts within a defined territory, focusing on organizations with 2,000+ mailboxes. Responsibilities include working enterprise accounts from initial conversations to contract signing and upselling, generating new business opportunities, collaborating with customer success for renewals and expansion, and acting as a customer advocate with internal teams. Success requires a disciplined approach to pipeline development, strong presentation skills, and the ability to develop compelling business cases showcasing high ROI. The ideal candidate will possess grit and thrive in an early-stage environment.

Requirements

• Demonstrated 7+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents
• 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
• Ability to hunt: disciplined approach to early pipeline development
• Comfortable and have demonstrated ability to prospect into enterprise 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 on 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

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work enterprise accounts (2k+ 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 (2k+ 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
• 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

Benefits

• Bonus
• Restricted stock units (RSUs)
• Benefits
• $136,000 — $160,000 USD