Abnormal Security · 7 hours ago

Enterprise Account Executive (Southern California)

United States

Full-time

Remote

Mid Level

$136K/yr - $160K/yr

4+ years exp

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Responsibilities

Sell Abnormal Security solutions to enterprise customers in your defined 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.

Qualification

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Direct sales experienceCybersecurity solutions salesProspectingSales process executionBusiness case developmentCross-functional collaborationMEDDIC methodologyMEDDPICC methodologyCommand of the Sale methodologyCISO references

Required

4+ years of direct sales experience prospecting and closing complex sales with enterprise accounts 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 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.