Enterprise Account Executive

Abnormal Security Corp.; United States; Remote; USD 88,000 - 139,000; Full time

Job summary

Abnormal AI in Tokyo seeks an Enterprise Account Executive to drive security solutions for enterprise accounts. The role targets large organizations, requiring a hunter mindset and the ability to connect ROI with solutions.

You will partner with SEs, marketing, and CS to close deals and expand accounts, while maintaining rigorous data discipline across sales tools.

Qualifications

• 3+ years of direct enterprise selling experience.
• Proven ability to close complex deals.
• Experience in cybersecurity software sales.
• Consistently top-quartile performer.

Responsibilities

• Sell Abnormal security solutions to your defined territory and exceed ARR quota.
• Manage enterprise accounts from initial conversations through signing and upsell.
• Prospect and generate enterprise opportunities to sustain pipeline.
• Collaborate with Customer Success to ensure renewals and expansions.
• Maintain accurate data across Salesforce, Highspot and other systems.
• Advocate for customer needs with internal teams to prioritize revenue.

Skills

Enterprise account hunting

Pipeline development

Negotiation

Closing complex deals

Top-quartile performance

Cross-functional collaboration

Data-driven selling

Tools

Salesforce

Highspot

Close Plan

Job description

About the Role

Abnormal AI is looking for an Enterprise Account Executive to play a pivotal role on our foundational sales team as we launch and scale in Japan. This team sells our security solutions to Enterprise level accounts within a defined territory.

The ideal candidate for the role will be local to theTokyo area and have the following skillset:

• Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals.


• Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions.


• Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges.


• Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality.


• Data-disciplined, maintaining accurate and consistent account and opportunity data at all times.


• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.


• Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning.


• Internal guide, adept at navigating and supporting internal buying processes.


• Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS.

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 with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations, including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments.


• 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/S