Enterprise Account Executive - NorCal

Menlo Ventures; United States; On-site; USD 145,000 - 170,000; Full time

Job summary

Abnormal AI is seeking an Enterprise Account Executive to drive security solutions into enterprise accounts in Northern California. You will hunt, qualify, and close with a data-driven approach while coordinating with SEs, marketing, BDRs, and CS.

The role emphasizes revenue growth, effective demonstrations, and a collaborative startup mindset that thrives in early-stage environments. Base salary is competitive with incentives and equity possibilities.

Qualifications

• Enterprise sales experience closing in large organizations with complex buying processes.
• Ability to quantify ROI and articulate business value to diverse stakeholders.
• Proven track record of meeting or beating quota in enterprise software sales.
• Ability to tailor demonstrations and messaging to security, IT, and business buyers.
• Experience collaborating with SEs, marketing, BDRs, product and CS.

Responsibilities

• Sell Abnormal AI solutions in your defined territory to exceed ARR quota.
• Manage enterprise accounts (>3k mailbox organizations) from initial conversations to contract and upsell.
• Prospect and generate new opportunities to supply pipeline for sales targets.
• Work with Customer Success to ensure renewals and expansion opportunities.
• Document results and maintain accurate data across Salesforce, Highspot, Close Plan.
• Advocate for customer needs with internal teams to prioritize deals and drive revenue.

Skills

Enterprise account hunter

Negotiation with large organizations

Closing complex sales

Quota overachievement

Technical fluency: security, email, AI

Cyber-security SaaS sales

Startup experience

Education

BS/BA degree or equivalent work experience

Tools

Salesforce

Highspot

Close Plan

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 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

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. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.