Enterprise Account Executive
| Company | Abnormal Security |
|---|---|
| Location | Kentucky, USA, Ohio, USA, Indiana, USA |
| Salary | $120000 – $160000 |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Mid Level, Senior |
Requirements
- Ability to hunt: disciplined approach to early pipeline development.
- Good qualifier: Ability to uncover / discover customer problems pains.
- Good presenter: ability to present and demonstrate value based off customer pain points.
- Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality.
- Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities.
- Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders.
- Ability to extract, document and organize lessons, knowledge and information about customers.
- Ability to guide internal stakeholders through their own internal buying processes.
- Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations.
- Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.
Responsibilities
- Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota.
- Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.
- Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets.
- Work with Customer success to ensure a timely renewal and expansion sale opportunities.
- Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan).
- Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.
Preferred Qualifications
- Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.
- Skill in negotiating with large organizations and closing complex sales.
- Proven performer with consistent over quota performance and/or top 5% of sales org.
- Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
- Experience selling subscription software/SaaS to CISOs and security personnel.
- Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.).
- BS/BA degree or equivalent work experience.