Abnormal Security · 13 hours ago

Federal Account Executive, Civilian

Remote - USA

Full-time

Remote

Senior Level, Lead/Staff

8+ years exp

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Responsibilities

Sell Abnormal security solutions to federal agencies with the goal to overachieve new annual recurring revenue quota

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

Prospect and generate new business opportunities within Major 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

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Enterprise sales experienceCyber-security software salesHuntData integritySales methodologyTechnical competence in securityStart-up experienceQualifierPresenterDevelop business casesLeveraging departments

Required

Demonstrated 8+ years of direct (vs. overlay) enterprise sales experience prospecting and closing Fortune / Global 500 enterprise accounts

Proven track record of success closing new Major 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

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.

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 close and maximize the ARR of major 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, BDRs, Product and Customer Success.