Major Account Executive

Summary

Join our team as a Major Account Executive and spearhead Abnormal Security relationships in approximately 20 accounts. You will be responsible for all transactions within that account and help quarterback the sales ecosystem to support the customer's success.

Requirements

• Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into the region's largest 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 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
• Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities
• 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 organise lessons, knowledge and information about customers
• Ability to close and maximise the ARR of major accounts
• 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 organisations
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success

Responsibilities

• Sell Abnormal security solutions to ~ 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota
• Work Major Enterprise Accounts from initial conversations through signing a contract and up-selling once they’re a customer
• Prospect and generate new business opportunities within Major Accounts 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