Abnormal
EnterpriseAccountExecutive
Neural analysis suggests this role is
optimal for Mid candidates.
“Enterprise Account Executive at Abnormal. Skills: Enterprise Account Hunter, disciplined approach to early pipeline development and prospecting into enterprise accounts, qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions, Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges, Process-oriented with a consistent, repeatable sales methodology and time management ski”
What You'll Achieve.
overachieve new annual recurring revenue quota; signing a contract; up-selling once they’re a customer; supply enough pipeline for them to hit sales targets; ensure a timely renewal and expansion sale opportunities; maintain accurate data across all sales systems; ensure appropriate prioritization to close more revenue.
Industry & Context.
uncovering customer pain points; connecting them to compelling, value-driven solutions
What They're Looking For.
Must Have
Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations (3k+ employee count), including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments., 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 with average sales $100k+, 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. ), BSA degree or equivalent work experience
What You'll Do.
Sell Abnormal AI 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
leveraging cross-functional teams including SEs, marketing, BDRs, product, and CS; 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
Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges
Process & Methodology
time management skills, managing multiple deals without sacrificing quality
Full Job Description
About the Role Abnormal AI is looking for an Enterprise Account Executive to join the Southeast 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 Tampa, FL area and have the following skillset: Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals. Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions. Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges. Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality. Data-disciplined, maintaining accurate and consistent account and opportunity data at all times. Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups. Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning. Internal guide, adept at navigating and supporting internal buying processes. Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS. What you will do Sell Abnormal AI 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
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