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Abnormal AI · 2 months ago

Enterprise Account Executive, Mid Atlantic

United States

Full-time

Remote

Senior Level

$136K/yr - $160K/yr

7+ years exp

Abnormal Security is a company focused on cyber-security solutions, and they are seeking an Enterprise Account Executive for the Mid Atlantic region. The role involves prospecting and closing new enterprise accounts, managing relationships, and ensuring customer success while achieving sales targets.

Artificial Intelligence (AI)Cyber SecurityEmailInformation TechnologyNetwork Security

Responsibilities

Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota

Work enterprise accounts (2k+ 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 (2k+ 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

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

Enterprise sales experienceCyber-security software salesNegotiation skillsSales methodologyPipeline developmentGritPresentation skillsTime managementCross-department collaboration

Required

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

Experience selling subscription software/SaaS to CISOs and security personnel

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

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

Ability to uncover/discover customer problems and pains

Ability to present and demonstrate value based on customer pain points

Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality

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