Enterprise Account Executive, TOLA

Abnormal Security Corp.; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Abnormal Security is seeking an Enterprise Account Executive to lead strategic selling in the TOLA region and drive new ARR with enterprise customers.

You will prospect, qualify, and close deals with large organizations, coordinating with SEs, marketing, BDRs, product, and CS to win complex, high-value contracts and ensure successful expansions.

This role requires a proven hunter mindset, strong ROI storytelling, and a data-driven approach to maintain accurate account data and forecast pipeline.

Qualifications

• 3+ years direct enterprise selling experience.
• Proven ability to win new logos and expand major accounts.
• Able to negotiate with large organizations and close complex deals.
• Consistent over-quota performance or top 5% in sales org.
• Technical fluency in security, email, cloud, AI.
• Experience selling SaaS to CISOs and security personnel.

Responsibilities

• Sell Abnormal AI solutions to defined territory with the goal to overachieve new annual recurring revenue quota.
• Work enterprise accounts from initial conversations through signing a contract and up-selling once they’re a customer.
• Prospect and generate new business opportunities with enterprise accounts 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.

Skills

Enterprise hunter

Pipeline development

Account prospecting

Closing complex deals

Sales process

Data accuracy

ROI analysis

Cross-functional collaboration

Job description

About the Role

Abnormal AI is looking for an Enterprise Account Executive to join the TOLA 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 the TOLA region 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 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 avera