Major Account Executive, NYC

Abnormalsecurity; United States; Remote; USD 157,000 - 185,000; Full time

Job summary

Abnormal AI in New York City is seeking a Major Account Executive to manage relationships with ~20 Global Fortune accounts. You will own the end-to-end sales process, from prospecting to renewal, and coordinate with SEs, marketing, channel, and CS to close high-value deals.

The role requires a proven enterprise hunter with 5+ years of direct logo acquisition, strong ROI storytelling, and the ability to navigate complex organizations within start-up scale environments.

Qualifications

• Enterprise hunter with 5+ years of direct logo acquisition in Fortune/Global 500.
• Proven ability to close complex, high-value SaaS deals with CISOs/security buyers.
• Experience in start-up or early-stage environments is a plus.
• Strong negotiation and multi-threading skills across stakeholders.

Responsibilities

• Sell Abnormal security solutions to ~20 Major Accounts (F500/Global 500) in your territory.
• Lead opportunities from initial conversations through contract signing and expansion.
• Generate new business opportunities to maintain sufficient pipeline.
• Collaborate with Customer Success to drive renewals and cross-sell.
• Maintain accurate data in Salesforce, Highspot, and Close Plan.
• Advocate for the customer with internal teams to prioritize revenue.

Skills

Enterprise account hunter

Pipeline development

Prospecting

Demos & messaging

Sales process

Data quality

ROI justification

Knowledge sharing

Cross-functional collaboration

Resilience in startups

Time management

Education

BS/BA degree or equivalent

Tools

Salesforce

Highspot

Close Plan

Job description

About the Role

As a Major Account Executive in NYC, 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 NYC 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 Hunterwith 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

#LI-LB2

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:

$157,250—$185,000 USD

**A note on AI in our 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 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. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.

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*.