Enterprise Account Executive

Abnormal AI; Sweden; On-site; SEK 600,000 - 800,000; Full time

Job summary

Abnormal AI is seeking an Enterprise Account Executive to join their team in Sweden. This role involves selling security solutions to large organizations while developing new business opportunities and maintaining customer relationships.

The ideal candidate will have a strong background in enterprise sales, exceptional presentation skills, and the ability to collaborate with internal teams to close deals efficiently.

Qualifications

• 3+ years of experience in direct enterprise sales.
• Proven track record of closing large organizations.
• Experience in cyber-security software sales.

Responsibilities

• Sell security solutions to enterprise accounts.
• Prospect large organizations for new business.
• Document and maintain data across sales systems.

Skills

Hunting skills

Qualifying customer needs

Presentation skills

Sales methodology discipline

Data integrity maintenance

Business case development

Internal stakeholder guidance

Resilience in early-stage environments

Department collaboration

Education

BS/BA degree or equivalent work experience

Tools

Salesforce

Highspot

Close Plan

Job description

About The Role

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

Ideal Candidate

• Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals.
• 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.

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: 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.
• 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.