Enterprise Account Executive - UK

Abnormal Security; United States; Remote; USD 80,000 - 100,000; Full time

Job summary

A leading company in cybersecurity solutions is seeking an Enterprise Account Executive to drive new business in the U.S. This role involves selling security solutions to large enterprise organizations, managing the sales process, and working closely with internal teams for successful renewals and expansions. Ideal candidates will have strong negotiation skills, a proven track record in enterprise sales, and technical knowledge in cybersecurity.

Qualifications

• 3+ years of experience in enterprise sales with proven performance.
• Experience in cybersecurity software sales to major organizations.
• Familiarity with security, email, cloud, and AI technologies.

Responsibilities

• Sell security solutions to enterprise accounts and manage the sales process from prospecting through contract signing.
• Work with Customer Success for renewals and expansion sales.
• Document results and maintain accurate sales data across systems.

Skills

Negotiation skills

Sales methodology

Data integrity

Grit

Technical understanding

Education

BS/BA degree or equivalent work experience

Tools

Salesforce

Highspot

Close Plan

Job description

About the Role

Abnormal Security is looking for an Enterprise Account Executive to join the UK team. This team sells our security solutions to Enterprise level accounts within a defined territory

The ideal candidate for the role will have the following skillset:

• Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals.
• Good qualifier: Ability to uncover / discover customer problems pains
• Good presenter: ability to present and demonstrate value based off customer pain points.
• Disciplined in sales methodology / time management : Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
• Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities.
• Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
• Ability to extract, document and organize lessons, knowledge and information about customers
• Ability to guide internal stakeholders through their own internal buying processes
• Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.

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: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.
• 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
• 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

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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 pleaseclick here . If you would like more information on your EEO rights under the law, pleaseclick here .