Remote Major Accounts 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 organize lessons, knowledge and information about customers
• Ability to close and maximize 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 organizations
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success

Responsibilities

• Enterprise Account Hunter: Demonstrated 5+ years of direct (vs. overlay) enterprise sales experience prospecting and closing Fortune / Global 500 enterprise accounts
• Proven track record of success closing new Major Account Logos, while also cross selling/ upselling and growing the existing customer account
• 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.)

Benefits

• Bonus
• Restricted stock units (RSUs)