Enterprise Account Executive

Abnormal; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Abnormal Security is seeking an Enterprise Account Executive to drive new business in the Nordics, with a focus on enterprise-level accounts and a defined territory. The role requires prospecting, presenting ROI-based value, and cross‑functional collaboration to close complex deals.

The ideal candidate has 3+ years of direct enterprise experience, strong negotiation skills, and a track record of top performance in cybersecurity SaaS.

Qualifications

• Proven enterprise hunter with 3+ years prospecting and closing new logos.
• Strong negotiation skills with large organizations and complex deals.
• Consistent top performance and over-quota results.
• Technical competence in security, email, cloud, AI.
• Experience selling cybersecurity SaaS to CISOs and security teams.
• Startup experience in early-stage environments is a plus.
• BS/BA degree or equivalent work experience.

Responsibilities

• Sell Abnormal Security solutions to defined territory to exceed ARR quota.
• Address enterprise accounts from first contact to contract signing and expansion.
• Generate pipeline for enterprise accounts to meet targets.
• Collaborate with Customer Success to ensure renewals and expansions.
• Maintain accurate data across Salesforce and other CRMs.
• Represent customer needs to internal teams to prioritize work.

Skills

Enterprise Account Hunter

Negotiation

Quota attainment

Technical knowledge

Cyber-security SaaS sales

Startup experience

Bachelor's degree

Education

Bachelor's degree

Job description

About the Role

Abnormal Security is looking for an Enterprise Account Executive to join the Nordics 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 Sweden 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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AI and our hiring process
Abnormal AI uses AI‑assisted tools to help our recruiting team prepare for candidate interviews. These tools analyse resume content and role requirements to suggest interview questions and identify 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.

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, colour, 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.