Enterprise Account Executive

United States Digital Space LLC; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Abnormal Security is seeking an Enterprise Account Executive to join the Nordics team. The role focuses on selling security solutions to enterprise-level accounts within a defined territory and leading the full sales cycle from prospecting to close and expansion.

The ideal candidate will be local to Sweden and bring a disciplined, data-driven approach to hunting, qualifying customer pains, and presenting ROI across multiple stakeholders.

Qualifications

• 3+ years of direct enterprise sales experience prospecting, closing new logos.
• Ability to close complex deals with large organizations.
• Proven top performer with quota attainment.
• Technical competency in security, email, cloud, AI.
• Experience selling subscription software/SaaS to CISOs and security personnel.
• BS/BA degree or equivalent.

Responsibilities

• Sell Abnormal security solutions to defined territory to overachieve ARR quota.
• Manage enterprise accounts from initial conversations through signing and expansion.
• Prospect and generate new business opportunities in enterprise accounts to feed pipeline.
• Collaborate with Customer Success to ensure renewals and expansion opportunities.
• Document results and maintain data across Salesforce, Highspot, Close Plan.
• Advocate for customer needs with internal teams to prioritize and close more revenue.

Skills

Enterprise sales

Hunting / prospecting

Executive level communication

Data-driven selling

Cross-functional collaboration

Security domain knowledge

Education

BS/BA degree or equivalent

Tools

Salesforce

Highspot

Close Plan

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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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. If you would like more information on your EOO rights under the law, please.