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Enterprise Account Executive

extra holidays
Remote: 
Full Remote
Contract: 
Experience: 
Mid-level (2-5 years)
Work from: 

Offer summary

Qualifications:

3+ years enterprise sales experience, Proven performance over sales quota, Experience in Cyber-security Software sales, Technically competent in AI and cloud, BS/BA degree or equivalent work experience.

Key responsabilities:

  • Sell security solutions to defined territory
  • Prospect and generate new business opportunities
  • Work with customer success for renewals and expansions
  • Document results and maintain accurate data
  • Collaborate with internal teams to prioritize sales
Abnormal Security logo
Abnormal Security Cybersecurity Scaleup https://www.abnormalsecurity.com/
501 - 1000 Employees
HQ: San Francisco
See more Abnormal Security offers

Job description

About the Role

Abnormal Security is looking for an Enterprise Account Executive. This team sells our security solutions to Enterprise level accounts within a defined territory. 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 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
  • 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 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
  • 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

 

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Required profile

Experience

Level of experience: Mid-level (2-5 years)
Industry :
Cybersecurity
Spoken language(s):
English
Check out the description to know which languages are mandatory.

Other Skills

  • Collaboration
  • Analytical Thinking
  • Technical Acumen
  • Verbal Communication Skills
  • Time Management

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