Enterprise Account Executive

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

📋 Description

• Promote Abnormal AI security solutions within a designated territory and surpass the annual recurring revenue quota.

• Oversee enterprise accounts with over 3,000 mailboxes, managing the process from initial discussions to contract finalization and upselling.

• Identify and create new business opportunities to ensure a robust sales pipeline for achieving targets.

• Collaborate with the Customer Success team to ensure timely renewals and explore expansion opportunities.

• Record outcomes and maintain precise data within Salesforce, Highspot, and Close Plan.

• Advocate for customer and prospect needs to the Sales Engineering/POV, Product, and Marketing teams.

• Utilize AE prospecting, SDRs, marketing, channel, and customer referrals to enhance pipeline development.

• Assess opportunities, reveal customer challenges, and link them to value-oriented solutions.

• Deliver customized demonstrations and messaging to various stakeholders.

• Construct business cases and quantify ROI for a variety of stakeholder groups.

• Convey customer insights and deal experiences to foster team learning.

• Navigate and facilitate internal purchasing processes.

• Work in conjunction with SEs, marketing, BDRs, Product, and Customer Success teams.

⛳️ Requirements

• Reside in the Missouri Valley region.

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

• Proven track record in prospecting, acquiring new clients, and expanding major accounts in competitive environments.

• Proficiency in negotiating with large organizations and closing complex sales transactions.

• Consistently exceeded quota performance and/or ranked in the top 5% within a sales organization.

• Technical knowledge in security, email, cloud, AI, and related fields.

• Experience in selling subscription software/SaaS to CISOs and security professionals.

• Average sales experience exceeding $100k.

• Background in start-ups or early-stage companies in challenging environments.

• Bachelor’s degree or equivalent professional experience.

• Successful completion of pre-employment background checks is required.

🏝️ Benefits

• Eligibility for bonus or incentive compensation.

• Equity eligibility.

• Comprehensive benefits package.