Enterprise Account Executive

Menlo Ventures; Germany (OH); Remote; USD 82,000 - 118,000; Full time

Job summary

A cybersecurity company seeks an Enterprise Account Executive to join its DACH team. The role involves selling security solutions to enterprise accounts, requiring strong hunting skills, a disciplined sales approach, and a proven track record. Ideal candidates will have at least 3 years of experience in enterprise sales and the ability to navigate complex negotiations and internal processes. This is an opportunity to engage in a dynamic, early-stage environment focused on growth.

Qualifications

• 3+ years of enterprise experience prospecting and closing.
• Experience in negotiating with large organizations.
• Consistent over quota performance.
• Conversant in security, email, cloud, AI.
• Subscription software/SaaS sales experience.
• Start-up experience at an early-stage company.

Responsibilities

• Sell security solutions to achieve annual revenue goals.
• Work through the full sales cycle with enterprise accounts.
• Generate new business opportunities.
• Collaborate with Customer Success for renewals.
• Document results and maintain accurate data.
• Act as a customer voice in internal discussions.

Skills

Hunting skills

Qualifying customer problems

Presentation skills

Sales methodology discipline

Data integrity

Business case development

Guide internal stakeholders

Grit

Cross-department leverage

Education

BS/BA degree or equivalent experience

Tools

Salesforce

Highspot

Close Plan

Job description

About the Role

Abnormal AI is looking for an Enterprise Account Executive to join the DACH 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 Germany area and have the following skillset:

• 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

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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.