Enterprise Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a specific enterprise territory and exceed the new annual recurring revenue targets.

• Manage the complete sales cycle for enterprise accounts with over 3,000 mailboxes, from initial discussions to technical assessments, contract signing, and upselling.

• Identify and cultivate new business opportunities through AE prospecting, SDR efforts, marketing initiatives, channel partnerships, and customer referrals.

• Promote Abnormal AI’s behavioral AI security platform, focusing on email security, identity solutions, AI security, and insider threat management.

• Collaborate with Customer Success to safeguard renewals and discover expansion opportunities.

• Ensure accurate pipeline management within Salesforce, Highspot, and Close Plan.

• Serve as an advocate for customers internally and work alongside Sales Engineering, Product, and Marketing teams to prioritize initiatives that drive revenue growth.

⛳️ Requirements

• Ideally located in the New England area.

• A minimum of 3 years of direct enterprise sales experience in organizations with over 3,000 employees.

• Proven success in prospecting, winning new business, and expanding accounts in competitive and incumbent-heavy markets.

• Strong negotiation abilities suited for large organizations and complex, multi-stakeholder sales processes.

• Consistent record of surpassing quotas, ideally ranking in the top 10% of the sales team.

• Technical knowledge across security, email, cloud technologies, and AI.

• Experience in cybersecurity or security-related SaaS sales.

• Background in selling subscription software to CISOs and security teams with average deal sizes exceeding $100k.

• Experience thriving in early-stage, underdog, or competitive environments against incumbents.

• Capability to develop a territory with limited resources.

• Comfortable working in a rapidly growing company transitioning from email security to identity solutions, AI security, and insider threat management.

🏝️ Benefits

• Eligibility for bonus or incentive compensation.

• Participation in equity programs.

• Comprehensive benefits package provided.

• Pre-employment checks conducted in accordance with applicable laws and Abnormal AI policies.