Abnormal
Security
EnterpriseAccountExecutive
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“Enterprise Account Executive at Abnormal. Skills: Enterprise Account Hunter, Prospecting, Closing, Negotiating, Sales methodology, Data integrity. Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota. Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.”
What You'll Achieve.
overachieve new annual recurring revenue quota; hit sales targets
Industry & Context.
Ability to uncover / discover customer problems pains
What They're Looking For.
Must Have
Enterprise Account Hunter: Demonstrated 3+ 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., Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel, Start-up experience: 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. )
What You'll Do.
Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
Work enterprise accounts (>3k 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 (>3k 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
Continually document results and maintain accurate data across all sales systems (Salesforce
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.
How You'll Work.
Team & Collaboration
Leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals.; Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.; 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.
Communication Scope
Good presenter: ability to present and demonstrate value based off customer pain points.
Full Job Description
About the Role Abnormal Security is looking for an Enterprise Account Executive to join the UK team. This team sells our security solutions to Enterprise level accounts within a defined territory. The ideal candidate for the role will be local to the UK area and have the following skillset: 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. 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 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. What you will do Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota Work enterprise accounts (>3k 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 (>3k 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 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
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