Enterprise Account Executive (New England)

Abnormal Security Corp.; United States; Presencial; USD 120 000 - 180 000; Tempo integral

Vantagens oferecidas por esta oferta de emprego

Healthcare

Flexible PTO

401k

One Medical

Flexible Spending Account

Mental Health Resources

Home Office Stipend

Monthly Internet & Phone Stipend

Health and Wellness Stipend

Resumo da oferta

Abnormal Security Corp. seeks an Enterprise Account Executive to lead full sales cycles for New England enterprise accounts, selling behavioral AI security solutions and driving ARR growth. You will own the pipeline, collaborate with SEs, product, and marketing to tailor security solutions, and expand across a growing platform.

You will work with cross-functional teams to protect renewals and pursue upsell opportunities, while maintaining data accuracy and forecast integrity in our CRM ecosystem.

Qualificações

• 3+ years of direct enterprise SaaS sales experience to large organizations.
• Proven track record of quota attainment and new logo acquisition.
• Cybersecurity or security-adjacent SaaS knowledge with ability to converse with CISOs.
• Strong negotiation and stakeholder management skills.

Responsabilidades

• Own and manage the full sales cycle for enterprise accounts.
• Build and maintain a healthy pipeline to exceed ARR quotas.
• Collaborate with Sales Engineers, Product, and Marketing to tailor solutions.
• Maintain accurate pipeline data in Salesforce.

Conhecimentos

Hunter mindset

Enterprise account sales

Security SaaS sales

Negotiation

Stakeholder management

Ferramentas

Salesforce

Highspot

Close Plan

Descrição da oferta de emprego

• Abnormal AI is looking for an Enterprise Account Executive to join our New England team, selling behavioral AI security solutions into Enterprise-level accounts within a defined territory


• We didn’t bolt AI onto old security tools. We built our platform from AI up, to detect the subtle human-targeted attacks that traditional tools miss. You’ll be selling something genuinely different, and you’ll need to sell it with the same conviction


• Own and grow a defined enterprise territory, with a mandate to overachieve new annual recurring revenue quota, not just hit it


• Run the full deal cycle on enterprise accounts (>3k mailbox organizations): first conversation, technical evaluation, contract signature, and the upsell conversations that follow once they’re a customer


• Prospect and build new business opportunities to keep your pipeline ahead of target, drawing on our full go-to-market engine, marketing, channel, and referrals included


• Sell a platform that’s actively expanding underneath you: what started as email security now covers identity, AI security, and insider threat, giving you more surface area to bring value to every account


• Partner with Customer Success to protect renewals and spot expansion opportunities before they’re obvious


• Keep your data sharp across Salesforce, Highspot, and Close Plan, because accurate pipeline is how the whole team plans and wins


• Be the customer’s advocate inside Abnormal, working with Sales Engineering, Product, and Marketing to get the right things prioritized so more revenue closes, faster

Benefits

• Healthcare


• Flexible PTO


• 401k


• One Medical


• Flexible Spending Account


• Mental Health Resources


• Home Office Stipend


• Monthly Internet & Phone Stipend


• Health and Wellness Stipend

Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutionsProven 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 referralsKnowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learningEffective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challengesProcess-oriented with a consistent, repeatable sales methodology and strong time management skills, capable of managing multiple deals without sacrificing qualityInternal guide, adept at navigating and supporting internal buying processesData-disciplined, maintaining accurate and consistent account and opportunity data at all timesBusiness case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groupsResilient 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 CSA track record to back it up: consistent over-quota performance, ideally top 10% of your sales orgCybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security teams at average deal sizes of $100k+A builder’s mindset: you’ve thrived somewhere early-stage, an underdog, or up against bigger incumbents, and you know how to build territory with limited resources3+ years of direct (not overlay) experience hunting in enterprise-sized organizations (3k+ employees), with a track record of prospecting, winning new logos, and expanding accounts in competitive, incumbent-heavy environmentsTechnical fluency across security, email, cloud, and AI, enough to hold your own in a conversation with a CISONegotiation skill that holds up against large organizations and complex, multi-stakeholder sales cyclesComfort selling within a company that’s still writing its next chapter. We’re growing 40%+ year over year, protecting more than 4,500 customers including over 25% of the Fortune 500, and expanding fast from email into identity, AI security, and insider threat. That means more to sell, more to learn, and more room to make your mark than a mature market leader can offer