Enterprise Account Executive Abnormal AI Singapore Executive just now

Remote Genie; Singapore; On-site; SGD 120,000 - 160,000; Full time

Job summary

Abnormal AI is seeking an Enterprise Account Executive to lead full-cycle enterprise sales in Singapore and the ASEAN region. You will own the deal cycle from prospecting to close, targeting large organizations and CISOs, and collaborating with product, marketing, and CS teams.

The ideal candidate will demonstrate a hunter mentality, strong cybersecurity knowledge, and a proven ability to drive revenue in a fast-growing startup environment.

Qualifications

• 3+ years of direct enterprise sales experience in ASEAN or similar regions.
• Proven track record closing multi-hundred thousand SaaS deals with CISO stakeholders.
• Experience selling cybersecurity software to large organizations.

Responsibilities

• Sell Abnormal security solutions to ASEAN territory with ARR quota.
• Manage enterprise accounts from initial contact to contract.
• Generate and qualify opportunities to maintain a healthy sales pipeline.
• Collaborate with Customer Success to renew and expand opportunities.
• Document activities in Salesforce and other systems.

Skills

Enterprise prospecting

Negotiation

Closing complex sales

Cross-functional collaboration

Presentation skills

Cybersecurity knowledge

Customer obsession

Education

BS/BA degree or equivalent

Tools

Salesforce

Highspot

Close Plan

Job description

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.
• 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

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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, pleaseclick here.