Enterprise Major Account Executive

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

📋 Description

• Take ownership of and expand a designated enterprise territory while surpassing the annual recurring revenue targets.

• Manage the complete deal cycle for enterprise clients with over 3,000 mailboxes, from initial discussions to technical assessments, contract finalization, and upselling.

• Identify and cultivate new business opportunities through account executive prospecting, collaboration with SDRs, marketing initiatives, channel partnerships, and customer referrals.

• Promote Abnormal AI’s behavioral AI security platform encompassing email security, identity protection, AI security, and mitigation of insider threats.

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

• Ensure precise pipeline management in Salesforce, Highspot, and Close Plan.

• Represent customer interests internally and work alongside Sales Engineering, Product, and Marketing teams to prioritize requirements and expedite revenue growth.

⛳️ Requirements

• Preferred candidates should be located in the Ohio Valley area.

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

• Proven success in prospecting, securing new clients, and growing accounts within competitive, incumbent-dominant markets.

• Exceptional negotiation abilities suitable for large enterprises and intricate, multi-stakeholder sales processes.

• Consistent record of exceeding quotas, ideally ranking in the top 10% of the sales force.

• Technical proficiency in security, email, cloud, and AI to effectively engage with CISOs.

• Experience in cybersecurity or security-related SaaS sales.

• Background in selling subscription software to CISOs and security teams, with average deal sizes exceeding $100,000.

• Proven ability to excel in early-stage, underdog, or environments focused on displacing incumbents.

• Capacity to work with cross-functional teams, including Sales Engineering, Marketing, BDRs, Product, and Customer Success.

• Skill in managing multiple deals through a reliable sales methodology and effective time management.

• Ability to maintain accurate account and opportunity records.

• Proficient in quantifying ROI and constructing business cases for varied stakeholder audiences.

• Competence in documenting customer insights and lessons learned from deals.

• Familiarity with Salesforce, Highspot, and Close Plan.

🏝️ Benefits

• Bonus or incentive compensation may be available.

• Equity options may be provided.

• Comprehensive benefits package offered.

• Pre-employment screenings and security/privacy processes conducted in compliance with relevant legislation and company policies.