Offer summary

Qualifications:

3+ years enterprise account experience, Hunter and presenter with excellent sales track record, Experience in negotiating and closing complex sales.

Key responsabilities:

Achieve new annual recurring revenue quota

Manage enterprise accounts from initial conversation to contract signing

Generate new business opportunities and work with channel partners

Job description

About the Role

Abnormal Security is looking for an experienced Enterprise Account Executive to join our sales team. The ideal candidate for the role will 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 & 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 organise 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 organisations
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 organisations) 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 organisations) to supply enough pipeline for them to hit sales targets.
Work with select channel partners to accelerate growth in your region
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 prioritisation to close more revenue.

Must Haves

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 organisations 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
BS/BA degree or equivalent work experience

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