Enterprise Account Executive - Chicago

Socket.dev; United States; On-site; USD 145,000 - 170,000; Full time

Job summary

Abnormal AI in the Chicago area is seeking an Enterprise Account Executive to drive territory sales of security solutions to enterprise accounts. You will chase new logos, manage pipeline, and coordinate with SEs, marketing, BDRs, product, and CS to close deals.

The role requires a proven hunter with a disciplined approach to enterprise prospecting and a strong ROI focus for diverse stakeholders. Compensation includes base salary with potential bonus and equity, in a startup-like environment.

Qualifications

• Enterprise-level selling into 3k+ employee accounts.
• Proven over-quota performance.
• Strong negotiation with large orgs.
• Technical fluency: security, cloud, AI.
• Experience selling SaaS to CISOs/security teams (~$100k+ deals).
• BS/BA degree or equivalent experience.

Responsibilities

• Sell Abnormal AI solutions to defined territory and exceed ARR quota.
• Sell to enterprise accounts from initial conversations through signing and upsell.
• Prospect and generate new opportunities to maintain pipeline for targets.
• Collaborate with Customer Success for renewals and expansions.
• Document results and maintain data in Salesforce/Highspot/Close Plan.
• Advocate for customer needs with internal teams to prioritize revenue.

Skills

Enterprise account hunting

Negotiation

Quota attainment

Technical aptitude

Cybersecurity software sales

Startup experience

BS/BA degree

Prospecting into enterprise

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Highspot

Close Plan

Job description

About the Role

Abnormal AI is looking for an Enterprise Account Executive to join the NorthCentral 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 Chicago 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 AI 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 (3k+ employee count), 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/SaaS to CISOs and security personnel with average sales $100k+
• 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

#LI-ML2

Base salary range: $144,500-$170,000 USD

In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

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, please click here.