Major Account Executive

This is a fully remote position, open to applicants in Arizona, +1 more state.

📋 Description

• Promote Abnormal security solutions to around 20 Major Accounts (F500/Global 500) within your designated territory, aiming to exceed the new annual recurring revenue quota.

• Manage the sales process from initial discussions to contract signing, and engage in upselling once they become customers.

• Identify and cultivate new business opportunities within Major Accounts to ensure a robust sales pipeline that meets targets.

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

• Regularly document outcomes and maintain precise data across all sales platforms (Salesforce, Highspot, Close Plan).

• Represent the voice of the customer/prospect in discussions with internal teams, such as Sales Engineering/POV team, Product, and Marketing, to ensure appropriate prioritization for closing more revenue.

⛳️ Requirements

• Enterprise Account Hunter with over 5 years of direct (not overlay) experience in acquiring new logos within Fortune and Global 500 organizations, emphasizing cold prospecting, multi-threading, and closing complex, high-value deals.

• Demonstrated success in securing new Major Account Logos, while also cross-selling/upselling and expanding existing customer accounts.

• Proficient in negotiating with large organizations and successfully closing intricate sales.

• Proven track record of consistently exceeding quota performance, ranking in the top 5% of the sales organization.

• Technically knowledgeable: Familiar with key areas such as security, email, cloud, AI, etc.

• Experience in cyber-security software sales: Selling subscription software/SaaS to CISOs and security professionals.

• Background in start-ups: Achievement at an early-stage company, underdog, or new entrant facing larger competitors (limited resources—building territory including channel, tech partners, initial customer wins, etc.).

• BS/BA degree or equivalent work experience.

🏝️ Benefits

• Actual compensation will be based on various non-discriminatory factors, including skills, experience, qualifications, and geographic location.

• Besides the base salary, this position may qualify for bonus or incentive compensation, equity, and a comprehensive benefits package.