Enterprise Account Executive (Southeast Florida)

Abnormal; United States; Remote; USD 145,000 - 170,000; Full time

Job summary

Abnormal AI is seeking an Enterprise Account Executive to join the Southeast team, focusing on selling security solutions to large enterprise accounts in Southeast Florida. You will hunter for new logos, qualify pain points, tailor demos, and collaborate with SEs, marketing, BDRs, and CS to drive revenue.

The role requires a proven track record in enterprise sales, strong negotiation skills, and ability to manage multiple deals with a repeatable sales process.

Qualifications

• Enterprise Account Hunter with 3+ years of direct enterprise sales experience into large orgs.
• Strong negotiation and closing skills in complex sales environments.
• Proven ability to generate and qualify enterprise pipeline and close new logos.

Responsibilities

• Sell Abnormal security solutions to a defined Southeast territory to exceed ARR quota.
• Manage enterprise accounts from initial conversations to signing and expansion.
• Generate pipeline with enterprise accounts; collaborate with CS for renewals and expansions.
• Document results and maintain accurate data in sales systems (Salesforce, Highspot, Close Plan).
• Provide customer insights to product/marketing to prioritize initiatives.

Skills

Enterprise sales

Account hunting

Negotiation

ROI quantification

Cross-functional teamwork

Prospecting

Data-driven selling

Education

BS/BA degree

Tools

Salesforce

Job description

About the Role

Abnormal AI is looking for an Enterprise Account Executive to join the Southeast 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 Southeast Florida (Miami, Fort Lauderdale, Palm Beach 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 security 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-AK1

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

AI and our hiring 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 identify 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.

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.