Federal Account Executive, Civilian

Abnormal Security; United States; Remote; USD 60,000 - 80,000; Full time

Job summary

Join an innovative cybersecurity firm as a Major Account Executive, where you'll lead sales efforts in approximately 20 federal accounts. This role requires a seasoned sales professional with a proven track record of closing complex deals and a deep understanding of cybersecurity solutions. You'll be responsible for driving revenue growth by developing new business opportunities and ensuring customer satisfaction. If you're ready to take on the challenge of selling cutting-edge security solutions in a dynamic environment, this is the opportunity for you. Your expertise will help shape the future of cloud security and make a significant impact in the industry.

Qualifications

• 8+ years of enterprise sales experience, especially with federal accounts.
• Proven track record of closing new business and upselling.

Responsibilities

• Sell solutions to federal agencies and achieve annual recurring revenue quotas.
• Generate new business opportunities within Major Accounts.

Skills

Enterprise Sales Experience

Negotiation Skills

Technical Competence in Cybersecurity

Performance in Sales

Ability to Hunt

Good Qualifier

Good Presenter

Closing Skills

Grit

Education

BS/BA degree or equivalent work experience

Tools

Salesforce

Highspot

Close Plan

Job description

About the Role

Nothing Exceptional Was Ever Normal. We’re the world’s fastest-growing cybersecurity company dedicated to making the cloud a safer place for business and our Major Accounts team are critical to continued success in 2024. As a Major Account Executive, you are the spearhead of Abnormal Security relationships in approximately 20 accounts. You are responsible for all transactions within that account and help quarterback the sales ecosystem to support the customer’s success. Critical to this role’s success is the following experience and skills:

About You

• Federal Account Hunter: Demonstrated 8+ years of direct (vs. overlay) enterprise sales experience prospecting and closing Federal accounts.
• Proven Track Record: Success closing new SI Logos, while also cross selling/upselling and growing the existing customer account.
• Negotiation Skills: Skill in negotiating with large organizations and closing complex sales.
• Performance: Proven performer with consistent over quota performance and/or top 5% of sales org.
• Technical Competence: 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.).
• Education: BS/BA degree or equivalent work experience.

In this job, you will bring these skills

• Ability to Hunt: Disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into the region's largest 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 and pains.
• Good Presenter: Ability to present and demonstrate value based on customer pain points.
• Disciplined in Sales Methodology: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality.
• Data Integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities.
• Business Case Development: Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders.
• Knowledge Management: Ability to extract, document, and organize lessons, knowledge, and information about customers.
• Closing Skills: Ability to close and maximize the ARR of major accounts. 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.
• Departmental Leverage: Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product, and Customer Success.

Role Responsibilities

• Sell Abnormal security solutions to federal agencies with the goal to overachieve new annual recurring revenue quota.
• Work Major Accounts from initial conversations through signing a contract and up-selling once they’re a customer.
• Prospect and generate new business opportunities within Major 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.

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