Major Account Executive

Abnormal; United States; Remote; USD 119,000 - 212,000; Full time

Job summary

Abnormal is seeking a Major Account Executive to lead our relationships with approximately 20 Global 500/ Fortune 500 accounts in the UK. You will own all transactions within your territory and coordinate with cross-functional teams to drive customer value and revenue growth.

The ideal candidate has 5+ years in enterprise software/SaaS sales, a proven track record of closing major logos, strong negotiation skills, and the resilience to operate in an early-stage environment while partnering with

Qualifications

• 5+ years of direct enterprise sales experience closing complex deals with Fortune/Global 500 accounts.
• Proven track record of closing major account logos and growing existing customers.
• Strong negotiation skills with large organizations.
• Consistent over-quota performance and top-tier sales achievement.

Responsibilities

• Sell Abnormal security solutions to approximately 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota.
• Work 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.

Skills

Enterprise selling

New logo acquisition

Forecasting pipeline

Stakeholder management

Cross-functional collaboration

Education

BS/BA degree or equivalent

Tools

Salesforce

Highspot

Close Plan

Job description

About the Role

As a Major Account Executive in the UK , you will serve as the primary driver of Abnormal AI’s relationships across approximately 20 accounts. You are responsible for all transactions within that account and help quarterback the sales ecosystem to support the customer’s success.

The ideal candidate for the role will be local to the UK 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 approximately 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota
• Work 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.

Must Haves

• Enterprise Account Hunter with 5+ years of direct (not overlay) experience driving new logo acquisition within Fortune and Global 500 organizations, focused on cold prospecting, multi-threading, and closing complex, high-value deals
• Proven track record of success closing new Major Account Logos, while also cross selling/ upselling and growing the existing customer account
• 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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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.