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Salary: USD 144,500 - 170,000 / annual
Abnormal AI is seeking an Enterprise Account Executive to join the NorthCentral sales team, selling security solutions to enterprise-level accounts within a defined territory centered in the Chicago area.
In this role, you will own the full sales cycle for enterprise accounts (3,000+ mailbox organizations), from initial prospecting and qualification through contract closure and expansion. You will be responsible for generating new business opportunities, managing multiple deals simultaneously, and hitting new annual recurring revenue quotas. You will work closely with Customer Success on renewals and expansion opportunities, serve as the customer voice to internal teams (Sales Engineering, Product, Marketing), and maintain accurate data in Salesforce, Highspot, and Close Plan.
Key responsibilities include:
- Prospecting and pipeline development into enterprise accounts using all five demand generation pillars: AE prospecting, SDRs, marketing, channel partnerships, and customer referrals
- Qualifying opportunities by uncovering customer pain points and connecting them to value-driven solutions
- Delivering tailored demos and messaging that resonate with diverse stakeholder groups
- Building business cases and quantifying ROI across multiple dimensions
- Managing complex, multi-stakeholder sales cycles in competitive, incumbent-heavy environments
- Documenting customer insights and deal lessons to enable broader team learning
- Collaborating with cross-functional teams including Sales Engineers, BDRs, Product, and Customer Success
The ideal candidate is a proven enterprise hunter with disciplined prospecting skills, strong qualification and presentation abilities, process-oriented discipline, and data-driven rigor. You should be comfortable navigating complex buying processes and leveraging internal resources effectively.
REQUIREMENTS:
- 3+ years of direct (not overlay) enterprise account executive experience selling into organizations with 3,000+ employees, including prospecting, new logo wins, and major account expansion in competitive environments
- Proven track record of consistent over-quota performance or top 5% sales organization performance
- Experience selling cybersecurity subscription software/SaaS to CISOs and security personnel, with average deal sizes of $100k+
- Technical competency in security, email, cloud, and AI domains
- Demonstrated success at early-stage, underdog, or new-entrant companies competing against larger incumbents
- Skill in negotiating with large organizations and closing complex sales
- BS/BA degree or equivalent work experience
