Enterprise Account Executive - NorCal

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 Northwest team, focusing on Northern California. You will drive new business, manage enterprise accounts, and partner with Customer Success for renewals and expansions.

This role requires proven hunter instincts, a data-driven approach, and the ability to coordinate with SEs, marketing, BDRs, product, and CS. The position emphasizes territory ownership, quarterly targets, and a strong emphasis on ROI storytelling for CISOs

Qualifications

• Proven enterprise sales track record with 3+ years selling to large organizations.
• Experience closing complex enterprise deals and winning new logos.
• Ability to build business cases and quantify ROI for diverse stakeholders.
• Proficient in navigating enterprise buying processes and cross-functional teams.

Responsibilities

• Sell Abnormal AI solutions in your defined territory to exceed ARR quota.
• Manage enterprise accounts from prospecting to contract and expansion.
• Generate and maintain a robust pipeline for >3k mailbox orgs growth.
• Collaborate with CS to support renewals and expansion opportunities.
• Maintain accurate data in Salesforce, Highspot, and Close Plan.

Skills

Enterprise sales

New logo acquisition

Forecasting

Pipeline management

Negotiation

CRM (Salesforce)

Presentation skills

Education

BS/BA degree or equivalent

Tools

Salesforce

Highspot

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 Californiaand 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

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