Offer summary

Qualifications:

Minimum 3 years of enterprise sales experience, prospecting and closing new accounts., Proven ability to negotiate and close complex sales with large organizations., Technical competence in security, email, cloud, AI, or related fields., Bachelor's degree or equivalent work experience..

Key responsibilities:

Sell security solutions to enterprise accounts within a defined territory.

Generate new business opportunities and manage the sales process from initial contact to contract signing.

Collaborate with customer success teams to ensure renewals and expansion opportunities.

Maintain accurate data and documentation across sales systems.

Job description

About the Role

Abnormal AI is looking for an Enterprise Account Executive to join the Australian team. This team sells our security solutions to Enterprise level accounts within a defined territory.

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 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.

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 Engineering/POV team, Product and Marketing to ensure appropriate prioritization 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 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

#LI-LR1

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

Required profile