Major Account Executive

This is a fully remote position, open to applicants in New York.

📋 Description

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

• Manage the sales process from initial discussions through to contract signing, with opportunities for upselling once the client becomes a customer.

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

• Collaborate with Customer Success to facilitate timely renewals and identify expansion sales opportunities.

• Regularly document outcomes and ensure accurate data maintenance across all sales platforms (Salesforce, Highspot, Close Plan).

• Act as an advocate for the customer/prospect within internal teams such as Sales Engineering/POV, Product, and Marketing to ensure the right prioritization to secure additional revenue.

⛳️ Requirements

• A seasoned Enterprise Account Hunter with over 5 years of direct (not overlay) experience in acquiring new logos within Fortune and Global 500 companies, concentrating on cold prospecting, multi-threading, and closing intricate, high-value deals.

• A solid history of successfully closing new Major Account Logos, along with cross-selling/upselling and expanding existing customer accounts.

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

• A proven achiever with consistent over-quota performance and/or ranking in the top 5% of the sales organization.

• Technically proficient: Knowledgeable in critical areas such as security, email, cloud, AI, etc.

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

• Start-up experience: Proven success in an early-stage company, underdog, or new entrant competing against larger firms, including building territory with limited resources, channel partnerships, tech partnerships, and initial customer acquisitions.

• BS/BA degree or equivalent professional experience.

🏝️ Benefits

• Actual compensation will be determined 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.