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Salary: USD 144,500 - 170,000 / annual
Abnormal AI is seeking an Enterprise Account Executive to own and grow a defined New England territory, selling behavioral AI security solutions into enterprise-level accounts (3,000+ employees). The company has built its platform from AI up to detect human-targeted attacks that traditional security tools miss, and is growing 40%+ year-over-year while protecting over 4,500 customers including 25%+ of the Fortune 500.
In this role, you will run the full deal cycle on enterprise accounts—from first conversation through technical evaluation, contract signature, and post-sale upsell opportunities. You'll own new annual recurring revenue quota and be expected to overachieve, not just hit targets. You'll prospect and build new business opportunities using the full go-to-market engine, including marketing, channel partnerships, and customer referrals. The platform is actively expanding from email security into identity, AI security, and insider threat, giving you multiple surface areas to bring value to each account.
You'll partner with Customer Success to protect renewals and identify expansion opportunities, maintain accurate pipeline data in Salesforce, Highspot, and Close Plan, and serve as the customer's advocate internally—working with Sales Engineering, Product, and Marketing to prioritize initiatives that drive revenue.
The ideal candidate is local to or based in the New England area and brings a proven hunter's mentality with disciplined prospecting skills. You should be a strong qualifier who uncovers customer pain points and connects them to value-driven solutions, an effective presenter who tailors messaging to stakeholder needs, and process-oriented with consistent sales methodology and strong time management. You'll need to be data-disciplined, skilled at building business cases and quantifying ROI across multiple dimensions, and able to extract and share customer insights with the broader team. You should be resilient and resourceful, comfortable thriving in early-stage environments, and adept at leveraging cross-functional teams including SEs, marketing, BDRs, product, and customer success.
REQUIREMENTS:
- 3+ years of direct (not overlay) enterprise sales experience hunting in organizations with 3,000+ employees, with a track record of prospecting, winning new logos, and expanding accounts in competitive, incumbent-heavy environments
- Proven negotiation skills that hold up against large organizations and complex, multi-stakeholder sales cycles
- Consistent over-quota performance, ideally top 10% of your sales organization
- Technical fluency across security, email, cloud, and AI—enough to hold your own in conversations with CISOs
- Cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security teams at average deal sizes of $100k+
- Builder's mindset: experience thriving in early-stage, underdog, or competitive environments, with ability to build territory with limited resources
- Comfort selling within a growing company still writing its next chapter, expanding from email into identity, AI security, and insider threat
