Enterprise Account Executive

Summary

Join Abnormal AI's North Central Enterprise team as an Enterprise Account Executive and sell security solutions to enterprise-level accounts. The ideal candidate will be located in MN/WI/IL, possess a proven track record in enterprise sales, and be skilled in pipeline development, uncovering customer needs, and presenting value-driven solutions. Responsibilities include selling Abnormal security solutions, working with enterprise accounts, prospecting for new business, collaborating with customer success, documenting results, and acting as a customer advocate within the company. The role requires experience in enterprise sales, negotiation, and closing complex deals, along with technical competency in security, email, cloud, and AI. A BS/BA degree or equivalent experience is necessary. Abnormal AI offers competitive compensation, including a base salary range of $136,000-$160,000, bonuses, and restricted stock units (RSUs).

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