[Hiring] Enterprise Account Executive @Abnormal Security

Aug 03, 2024 - Abnormal Security is hiring a remote Enterprise Account Executive. 💸 Salary: $127,500 - $150,000 USD. 📍Location: USA.

About the Role

Abnormal Security is looking for a talented Enterprise Account Executive to join our Ohio Valley team. This team specializes in selling our top-tier security solutions to enterprise-level accounts within a defined territory. The ideal candidate will be located in the Cleveland, OH area and possess the following skill set:

• Ability to hunt: Proven discipline in early pipeline development, comfortable in prospecting enterprise accounts leveraging five pillars of demand generation: AE prospecting, SDR, Marketing, Channel, and Customer referrals.
• Strong qualifying skills: Ability to identify and understand customer pain points.
• Excellent presenting skills: Capable of demonstrating value based on customer pain points.
• Disciplined sales methodology and time management: Proficient in executing a structured sales process without compromising quality.
• Data integrity discipline: Consistent in maintaining data accuracy and consistency for all accounts and opportunities.
• Ability to develop and present a business case to customers, demonstrating high ROI across different dimensions to multiple stakeholders.
• Skill in extracting, documenting, and organizing lessons and information about customers.
• Aptitude in guiding internal stakeholders through their own internal buying processes.
• Grit: Capable of finding success in an early-stage environment with limited resources.
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product, and Customer Success.

What You Will Do

• Sell Abnormal Security solutions within your defined territory with the goal of exceeding new annual recurring revenue quotas.
• Manage enterprise accounts (over 3k mailboxes) from initial conversation to contract signing and up-selling once they’re a customer.
• Prospect and generate new business opportunities with enterprise accounts to ensure a sufficient pipeline for meeting sales targets.
• Collaborate with Customer Success to ensure timely renewals and expansion sale opportunities.
• Continuously document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan).
• Advocate for the customer/prospect with internal teams including Sales Engineering/POV team, Product, and Marketing to prioritize efforts for closing more revenue.

Must Haves

• Enterprise Account Hunter: Minimum 3+ years of direct enterprise experience in prospecting, closing new logos, and growing major accounts against incumbents.
• Expertise in negotiating with large organizations and closing complex sales.
• Consistent top performer with a track record of exceeding quotas or being in the top 5% of sales organizations.
• Technical competence: Knowledgeable in key areas such as security, email, cloud, AI, etc.
• Experience in cyber-security software sales, specifically subscription software/SaaS to CISOs and security personnel.
• Start-up experience: Success at an early-stage company, underdog, or new entrant with large competitors or similar scenarios.
• BS/BA degree or equivalent work experience.

#LI-BP1

At Abnormal Security, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including skills, experience, qualifications, and other job-related reasons. We recognize the importance of benefits as part of your total compensation package. Learn more about our Compensation and Equity Philosophy on our page.

Base salary range: $127,500 — $150,000 USD