Enterprise Account Executive - Chicago

Abnormal AI, Inc.; United States; On-site; USD 145,000 - 170,000; Full time

Job summary

Abnormal AI, Inc. is seeking an Enterprise Account Executive to join the NorthCentral team from the Chicago area. You will sell security solutions to enterprise accounts, build pipeline, and work with cross-functional teams to close contracts and drive upsell opportunities.

The role emphasizes hunting, qualification, and data-driven selling, with collaboration across SEs, marketing, BDRs, product, and CS. A strong track record in security/SaaS sales is preferred.

Qualifications

• Enterprise account hunter with 3+ years direct enterprise sales experience.
• Negotiate with large organizations and close complex sales.
• Proven performer with consistent over quota performance.
• Technically competent: security, email, cloud, AI.
• Cyber-security software SaaS sales experience with average deal $100k+.
• Startup experience in early-stage environments.

Responsibilities

• Sell Abnormal AI solutions to your defined territory to exceed new ARR quota.
• Manage enterprise accounts from initial conversations through signing and upsell.
• Prospect and generate new opportunities to maintain healthy pipeline.
• Collaborate with Customer Success to ensure renewals and expansions.
• Maintain accurate data across sales systems (Salesforce, Highspot, Close Plan).
• Advocate for customer needs with internal teams to prioritize closing revenue.

Skills

Prospecting

Enterprise sales

Negotiation

Closing deals

Quota attainment

Security knowledge

AI awareness

Startup experience

Education

BS/BA degree

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

Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

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

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.