Remote Enterprise Account Executive

Summary

Join Abnormal Security as an Enterprise SLED Account Executive to sell solutions to State/Local Government & K-12 Education accounts in your defined territory. The ideal candidate will have a hunter mentality, passion for cybersecurity, and proven team-selling experience.

Requirements

• 4+ years of direct sales experience prospecting and closing complex sales with State/Local Government and K-12 organizations in-region
• 2+ years of experience working for top companies selling cybersecurity solutions to CISOs and security personnel
• Proven track record of exceeding sales quotas, driving revenue growth, and acquiring new logos
• Experience selling in a defined region, within cybersecurity with CISO references
• Demonstrated ability to stay in previous companies for 3 years or more (with one exception allowed)
• Top Performer: Stack ranking in the top 5% of sales org
• Hunter Mentality: A disciplined approach to pipeline development and demonstrated success prospecting into enterprise SLED accounts. Comfortable and have demonstrated the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals
• Strong Qualifier: Ability to effectively uncover customer pain points and identify solutions that align with their needs
• Skilled Presenter: Experience presenting value-based solutions that address customer challenges and demonstrate ROI to multiple stakeholders
• Disciplined Process: Ability to execute a structured, repeatable sales process and balance multiple opportunities without sacrificing quality
• Business Case Development: Ability to build and present business cases that resonate with decision-makers and stakeholders
• Cross-Functional Collaboration: Ability to work closely with internal teams (Sales Engineering, Marketing, Product, Customer Success) to move deals forward
• Resilience & Grit: You thrive in a fast-paced, early-stage environment and succeed even with limited resources compared to larger organizations
• Cultural Fit: Embody our core values (VOICE) – Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence

Responsibilities

• Sell Abnormal Security solutions to enterprise SLED customers in your territory
• Consistently exceed new annual recurring revenue quota and drive growth through effective sales strategies and execution
• Actively prospect for new opportunities and nurture existing leads to build a robust pipeline
• Manage the entire sales cycle, from prospecting and generating new business to closing deals and expanding customer relationships
• Collaborate with Customer Success to ensure timely renewals and identify up-sell opportunities to drive continued growth
• Serve as the voice of your customers, working closely with Sales Engineering, Product, and Marketing teams to influence internal priorities and support your pipeline
• Drive engagement across key decision-makers in the organization to ensure strong positioning of Abnormal's value

Preferred Qualifications

• 2+ years of experience in cybersecurity sales
• Experience with MEDDIC, MEDDPICC, or Command of the Sale sales methodologies