Enterprise Account Executive - Southeast Florida

Abnormal AI; United States; On-site; USD 144,500 - 170,000; Full time

Job summary

Abnormal AI's Southeast Enterprise Sales role seeks a seasoned Account Executive to close large security deals. You will own the territory from prospecting to contract, collaborating with CS, marketing, and product to maximize renewals and expansions.

Local to Southeast Florida, you will build a strong pipeline using a disciplined, data-driven approach and cross-functional teamwork to win complex, high-value opportunities in a fast-growing startup environment.

Qualifications

• Direct experience selling to enterprise-sized organizations (3k+ employees).
• Proven negotiation with large organizations and closing complex deals.
• Track record of over-quota performance or top 5% in sales.
• Technical competency in security, email, cloud, AI.

Responsibilities

• Sell security solutions to defined Southeast territory to exceed ARR quota.
• Manage enterprise accounts from prospecting to contract and upsell.
• Generate new pipeline for enterprise accounts to hit targets.
• Collaborate with CS for renewals and expansions.
• Document results and maintain data in sales systems.
• Advocate for customer needs with product, marketing, and SEs.

Skills

Account hunter

Pipeline development

Qualifying skills

Presentation skills

Process discipline

Data-driven

ROI quantification

Knowledge sharing

Cross-functional collaboration

Resilience

Education

Bachelor degree

Tools

Salesforce

Highspot

Close Plan

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.

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

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.