Remote Federal Account Executive, SI

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, help quarterback the sales ecosystem to support customer success, and have a proven track record of closing new SI Logos while cross-selling/up-selling and growing existing customer accounts.

Requirements

• Federal Account Hunter: Demonstrated 8+ years of direct (vs. overlay) enterprise sales experience prospecting and closing Federal Systems Integrators
• Proven track record of success closing new SI 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.)
• BS/BA degree or equivalent work experience

Responsibilities

• Sell Abnormal security solutions to federal agencies with the goal to overachieve new annual recurring revenue quota
• Work Major 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 prioritization to close more revenue