Enterprise Account Executive - NorCal

Abnormal Security Corp.; United States; On-site; USD 130,000 - 170,000; Full time

Job summary

Abnormal Security is seeking an Enterprise Account Executive for the Northwest region, ideally based in Northern California. You will hunt and close new enterprise logos, while coordinating with cross-functional teams to drive renewals and expansions.

Strong prospecting, negotiation, and data-driven selling are essential in this role. You will engage CISOs and security leaders, articulate value, and tailor demonstrations to address specific business challenges.

Qualifications

• 3+ years direct enterprise selling experience
• Prospecting, winning new logos, expanding major accounts
• Experience in competitive, incumbent-heavy environments
• Negotiation with large organizations and closing complex sales
• Consistent over-quota performance or top 5% of sales org
• Technical familiarity with security, email, cloud, AI in SaaS contexts
• Experience selling cybersecurity SaaS to CISOs and security teams
• Ability to extract and document customer insights for team learning

Responsibilities

• Sell Abnormal AI solutions in your defined territory to exceed new ARR quota
• Manage enterprise accounts from initial conversations to contract signing and upsell
• Prospect and generate new opportunities to maintain a healthy pipeline
• Collaborate with Customer Success to ensure renewals and expansion opportunities
• Document results and maintain accurate data in Salesforce, Highspot, Close Plan
• Advocate for the customer with internal teams to prioritize revenue opportunities

Skills

Account hunting

Prospecting

Negotiation

Presentation skills

Sales process

Data-driven selling

ROI quantification

Cross-functional collaboration

Customer Advocacy

Job description

About the Role

Abnormal AI is looking for an Enterprise Account Executive to join the Northwest 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 Northern California 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 in 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