Apply on Employer Site

Abnormal AI · 1 day ago

Enterprise Account Executive, Ohio Valley

United States

Full-time

Remote

Senior Level, Lead/Staff

$136K/yr - $160K/yr

10+ years exp

Abnormal AI is seeking a seasoned sales leader to oversee and grow a team within their Enterprise Sales organization. The role involves building and leading a high-performing team of Enterprise sellers focused on landing and expanding strategic accounts, while driving execution and enabling team success.

Artificial Intelligence (AI)Cyber SecurityEmailInformation TechnologyNetwork Security

Responsibilities

Recruit and hire a world class team of enterprise sellers, on time and on budget

Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth

Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business

Develop an overall account strategy for the region resulting in strong execution and collaborative team selling

Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program

Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals

Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology

Develop strategic relationships with existing channel partners and the development of new channel partners

Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives

Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory

Qualification

Enterprise Sales experienceSales team leadershipPipeline managementC-level engagementForecasting expertiseCustomer relationship managementConsultative sales methodologiesTeam buildingPresentation skillsCommunication skills

Required

10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions

3+ years leading a sales team focused on growing new business and new logos

Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline

A winner, someone who holds themselves accountable to consistent over-achievement

Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories

Experience managing and closing deals of $200K+ as well high value transactions above $1m+

Experience establishing and fostering strong relationships with potential partners and customers at executive levels

Strong presentation and communications skills, competent translating technical features into business value

Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)

Outstanding verbal, written, and presentation skills

Comfortable working in a highly fast-paced environment