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Salary: USD 144,500 - 170,000 / annual
Abnormal AI is seeking an Enterprise Account Executive to join the MOV (Missouri Valley) team, selling security solutions to enterprise-level accounts within a defined territory. While remote, the ideal candidate will be local to the Missouri Valley area.
In this role, you will own the full sales cycle for enterprise accounts (3,000+ mailbox organizations), from initial prospecting through contract signature and expansion. You will be responsible for generating new business opportunities, managing complex deals, and collaborating with Customer Success on renewals and upsells. You will work cross-functionally with Sales Engineering, Product, and Marketing teams to ensure customer needs are prioritized and deals close successfully.
Key responsibilities include:
- Selling Abnormal AI security solutions to your defined territory with the goal of exceeding new annual recurring revenue quota
- Prospecting and developing pipeline with enterprise accounts (3,000+ mailbox organizations)
- Managing the full sales cycle from initial conversations through contract signature and customer expansion
- Collaborating with Customer Success on timely renewals and expansion opportunities
- Maintaining accurate data in Salesforce, Highspot, and Close Plan
- Serving as the customer/prospect voice internally to drive appropriate prioritization
The ideal candidate is a proven enterprise hunter with a disciplined approach to pipeline development and prospecting. You should be skilled at uncovering customer pain points, connecting them to value-driven solutions, and building compelling business cases with ROI quantification. You must be process-oriented, data-disciplined, and capable of managing multiple complex deals without sacrificing quality. You should thrive in early-stage environments, leverage cross-functional teams effectively, and be resilient and resourceful.
REQUIREMENTS:
- 3+ years of direct (not overlay) enterprise account executive experience selling into organizations with 3,000+ employees, including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments
- Proven track record of consistent over-quota performance and/or top 5% sales organization performance
- Experience negotiating with large organizations and closing complex sales
- Technical competency in security, email, cloud, and AI domains
- Cyber-security software sales experience: selling subscription software/SaaS to CISOs and security personnel with average deal size of $100k+
- Start-up experience: success at an early-stage, underdog, or new-entrant company competing against large incumbents, including building territory through channel, tech partners, and initial customer wins
- BS/BA degree or equivalent work experience
