Enterprise Account Executive - Western Canada

Menlo Ventures; Canada; On-site; CAD 80,000 - 120,000; Full time

Job summary

A dynamic technology firm in Canada is seeking an experienced Enterprise Account Executive to handle enterprise accounts in Western Canada. The role involves selling security solutions and requires a proven track record in pipeline development, strong negotiation skills, and maintaining accurate sales process documentation. Ideal candidates will have at least 3 years of experience in enterprise sales, particularly in cybersecurity software. The firm values resilience and technical competence, offering a dynamic work environment.

Qualifications

• 3+ years of experience selling into enterprise-sized organizations.
• Experience negotiating with large organizations.
• Proven track record of over quota performance.

Responsibilities

• Sell security solutions to achieve new annual recurring revenue quota.
• Generate new business opportunities with enterprise accounts.
• Document results and maintain accurate data across sales systems.

Skills

Pipeline development

Strong negotiation skills

Data discipline

Technical competence in security

Resilience

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 Western Canada team. This team sells our security solutions to Enterprise level accounts within a defined territory.

The ideal candidate for the role will be local to the Western Canada 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 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.

Must Haves

• Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise‑sized organizations, 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: security, email, cloud, AI, etc.
• Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel
• Start‑up experience: 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

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.