Enterprise Account Executive (Toronto)

Abnormal AI; Toronto; On-site; CAD 100,000 - 140,000; Full time

Job summary

Abnormal AI is seeking an Enterprise Account Executive to drive sales of their security solutions in Canada. This role involves targeting enterprise-level accounts and requires a proven track record in enterprise sales and effective prospecting skills.

The ideal candidate will have a strong technical background, experience in cyber-security sales, and the ability to negotiate complex deals. Join Abnormal AI and contribute to expanding our market presence while achieving annual revenue goals.

Qualifications

• 3+ years of experience selling into enterprise-sized organizations with 3,000+ employees.
• Proven track record of exceeding sales quotas.
• Experience selling subscription software/SaaS in cyber-security.

Responsibilities

• Sell Abnormal AI solutions to your defined territory.
• Prospect and generate new business opportunities with enterprise accounts.
• Document results and maintain accurate data across all sales systems.

Skills

Enterprise sales experience

Prospecting abilities

Negotiation skills

Technical competence in security and cloud

Education

BS/BA degree or equivalent work experience

Tools

Salesforce

Highspot

Close Plan

Job description

About The Role

Abnormal AI is looking for an Enterprise Account Executive to join the Canada team. This team sells our security solutions to Enterprise level accounts within a defined territory.

Ideal Candidate Skillset

Ideal candidate for the role will be local to the Toronto area and have the following skillset:

• Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals.
• Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value‑driven solutions.
• Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges.
• Process‑oriented with a consistent, repeatable sales methodology and strong time‑management skills – capable of managing multiple deals without sacrificing quality.
• Data‑disciplined, maintaining accurate and consistent account and opportunity data at all times.
• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.
• Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning.
• Internal guide, adept at navigating and supporting internal buying processes.
• Resilient and resourceful, with the grit to thrive in early‑stage environments and a strong understanding of how to leverage cross‑functional teams including SEs, marketing, BDRs, product, and CS.

What you will do

• Sell Abnormal AI solutions to your defined territory with the goal to overachieve new annual recurring revenue quota.
• Work enterprise accounts (greater than 3,000 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 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.

Must Haves

• Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise‑sized organizations (3,000+ employee count), including prospecting, winning new logos, and expanding major accounts in competitive, incumbent‑heavy environments.
• 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 such as security, email, cloud, AI, etc.
• Cyber‑security Software sales: experience selling subscription software/SaaS to CISOs and security personnel with average sales of $100k+.
• Start‑up experience: success at a company that was early stage, underdog or 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.

Equal Opportunity Employer

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.