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Abnormal Security is hiring an Enterprise Account Executive to join the Netherlands-based team, selling security solutions to enterprise-level accounts within a defined territory.
You will be responsible for selling Abnormal's security solutions to enterprise accounts (3,000+ mailbox organizations), managing the full sales cycle from initial prospecting through contract signature and upselling to existing customers. Key responsibilities include:
- Prospecting and generating new business opportunities with enterprise accounts to build sufficient pipeline for quota attainment
- Working enterprise accounts from initial conversations through contract closure and post-sale expansion
- Collaborating with Customer Success to identify renewal and expansion opportunities
- Maintaining accurate data across all sales systems (Salesforce, Highspot, Close Plan)
- Acting as the customer/prospect voice internally, working with Sales Engineering, Product, and Marketing teams to prioritize deal closure
The ideal candidate will demonstrate strong enterprise hunting skills with a disciplined approach to early pipeline development. You should be comfortable prospecting into enterprise accounts and leveraging multiple demand generation channels (AE prospecting, SDR, marketing, channel partnerships, customer referrals). You must be an excellent qualifier, able to uncover customer pain points and present value-based solutions. Strong sales methodology discipline, data integrity, and the ability to develop compelling business cases showing ROI across multiple stakeholder groups are essential.
You should have experience guiding internal stakeholders through buying processes, extracting and organizing customer knowledge, and leveraging cross-functional teams effectively. Grit and the ability to succeed in early-stage environments with limited resources are critical traits.
REQUIREMENTS:
- 3+ years of direct (not overlay) enterprise sales experience prospecting, closing new logos, and growing major accounts against incumbents
- Demonstrated ability to negotiate with large organizations and close complex sales
- Proven track record of consistent over-quota performance or top 5% sales organization performance
- Technical competency in security, email, cloud, AI, and related areas
- Experience selling subscription software/SaaS to CISOs and security personnel
- Start-up or early-stage company experience, preferably at underdog or new-entrant companies competing against larger competitors
- BS/BA degree or equivalent work experience
