Abnormal Security · 1 day ago

Enterprise Account Executive -- Southwest

United States

Contract

Remote

Senior Level

7+ years exp

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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.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Enterprise Account HunterNegotiating with large organizationsCyber-security Software salesSales methodologyData integrityTechnical competenceBusiness case developmentStart-up experienceProblem discoveryCross-department collaboration

Required

Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into 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 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.

Enterprise Account Hunter: Demonstrated 7+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.

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