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Sr. Enterprise Account Executive - DC Metro

Abnormal Security

Abnormal Security

Sales & Business Development
United States · Remote
Posted on Friday, April 19, 2024

About You

  • Enterprise Account Hunter: Demonstrated 7+ 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.)
  • BS/BA degree or equivalent work experience

In this job, you will bring these skills

  • 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 on 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
  • 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 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.

Role Responsibilities

  • Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
  • Work enterprise accounts (2k+ 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 (2k+ 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
  • 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.

#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 their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.

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