Enterprise Account Executive

<h2><strong>About the Role</strong></h2> <p>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: </p> <ul> <li>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.</li> <li>Good qualifier: Ability to uncover / discover customer problems pains</li> <li>Good presenter: ability to present and demonstrate value based on customer pain points.</li> <li>Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality</li> <li>Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts &amp; opportunities. </li> <li>Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders</li> <li>Ability to extract, document and organise lessons, knowledge and information about customers</li> <li>Ability to guide internal stakeholders through their own internal buying processes</li> <li>Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organisations </li> <li>Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.</li> </ul> <h2><strong>What you will do</strong></h2> <ul> <li>Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota</li> <li>Work enterprise accounts (&gt;3k mailbox organisations) from initial conversations through signing a contract and up-selling once they’re a customer.</li> <li>Prospect and generate new business opportunities with enterprise accounts (&gt;3k mailbox organisations) to supply enough pipeline for them to hit sales targets.</li> <li>Work with customer success to ensure a timely renewal and expansion sale opportunities</li> <li>Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)</li> <li>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.</li> </ul> <h2><strong>Must Haves</strong></h2> <ul> <li>Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.</li> <li>Skill in negotiating with large organisations and closing complex sales</li> <li>Proven performer with consistent over quota performance and/or top 5% of sales org</li> <li>Technically competent: Conversant in key areas: security, email, cloud, AI, etc.</li> <li>Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel</li> <li>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.)</li> <li>BS/BA degree or equivalent work experience</li> </ul> <p> </p> <p><span>#LI-RJ1</span></p>