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Abnormal AI · 3 days ago

SLED Enterprise Account Executive (Southern California)

United States

Contract

Remote

Senior Level, Lead/Staff

$136K/yr - $160K/yr

8+ years exp

Abnormal AI is the world’s fastest-growing cybersecurity company dedicated to making the cloud a safer place for business. As an Enterprise SLED Account Executive, you will be responsible for managing relationships and transactions within SLED accounts in Southern California, driving sales growth and ensuring customer success.

Artificial Intelligence (AI)Cyber SecurityEmailInformation TechnologyNetwork Security

Responsibilities

Sell Abnormal AI solutions to SLED agencies with the goal to overachieve new annual recurring revenue quota

Work Enterprise Accounts from initial conversations through signing a contract and up-selling once they’re a customer

Prospect and generate new business opportunities within Enterprise 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

Qualification

Enterprise sales experienceClosing complex salesSaaS sales to CISOsPipeline developmentCustomer problem discoverySales process executionData accuracy maintenanceBusiness case presentationStakeholder guidanceCollaboration with departmentsGrit

Required

Demonstrated 8+ years of direct (vs. overlay) enterprise sales experience prospecting and closing SLED accounts

Proven track record of success closing new Account 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

Conversant in key areas such as 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 preferred

Resides in territory (SoCal)

Disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into the region's largest 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 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 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 close and maximize the ARR of Enterprise accounts. 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, SDRs, Product and Customer Success

Sell Abnormal AI solutions to SLED agencies with the goal to overachieve new annual recurring revenue quota

Work Enterprise Accounts from initial conversations through signing a contract and up-selling once they're a customer

Prospect and generate new business opportunities within Enterprise 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