Enterprise Account Executive

Abnormal AI; Singapore; On-site; SGD 90,000 - 140,000; Full time

Job summary

Abnormal AI is seeking an Enterprise Account Executive in Singapore to lead full-cycle sales for enterprise accounts across ASEAN. You will prospect, present, negotiate, and close new logos while partnering with Customer Success for renewals and expansions.

Ideal candidates have 3+ years in enterprise SaaS security sales, a hunter mentality, and proven top-quartile performance. This is a fast-growing startup with room to scale alongside product and marketing teams.

Qualifications

• 3+ years of direct enterprise sales experience, prospecting and closing deals in ASEAN.
• Experience selling cybersecurity/SaaS to CISOs or security personnel.
• Start-up experience with territory development and early-stage environment.
• BS/BA degree or equivalent work experience.
• Ability to negotiate with large organizations and close complex sales.

Responsibilities

• Sell Abnormal AI security solutions to defined territory (ASEAN) to overachieve new annual recurring revenue quota.
• Manage enterprise accounts from initial conversations through signing a contract and upsell.
• Generate new business opportunities to supply adequate pipeline for sales targets.
• Collaborate with Customer Success to ensure timely renewals and expansions.
• Maintain accurate data across Salesforce and other sales tools.

Skills

Hunter mentality

Prospecting

Negotiation

Closing deals

Presentation skills

Data integrity

Cross-functional collaboration

Security knowledge

Education

BS/BA degree or equivalent

Tools

Salesforce

Highspot

Close Plan

Job description

About The Role Abnormal AI is looking for an Enterprise Account Executive to join our Sales organisation in Singapore. With a dream portfolio of early adopting clients in Singapore, this expansion hire will capitalize on our early GTM success and explosive growth.

About The Role Abnormal AI is looking for an Enterprise Account Executive to join our Sales organisation in Singapore. With a dream portfolio of early adopting clients in Singapore, this expansion hire will capitalize on our early GTM success and explosive growth. Our Enterprise sales team is responsible for bringing new business into Abnormal’s portfolio of customers. This is a full-cycle sales role, working the deal cycle from prospect to close for accounts located in your territory. The ideal candidate will have a hunter mentality, a passion for cybersecurity, team selling experience and be ready to hit the ground running. What You Will Do

• Sell Abnormal security solutions to your defined territory (ASEAN) 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.

What You Will Bring

• 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 on 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.
• Cultural fit: VOICE
  • Velocity to outpace attackers and outpace our competition
  • Ownership to empower new leaders to step up and take action
  • Intellectual Honesty to uncover the best ideas and the right actions
  • Customer Obsession to focus us on what is most valuable
  • Excellence to achieve our ambition of being the best

About You

• Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents in major markets across ASEAN.
• 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

A note on AI in our process: Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards. 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.