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Salary: USD 144,500 - 170,000 / annual
Abnormal AI is hiring an Enterprise Account Executive to sell security solutions into enterprise-level accounts within Northern California. You will own a defined territory, prospecting and closing new logos at organizations with 3,000+ employees, managing deals from initial conversation through contract signature and expansion opportunities.
Key responsibilities include:
- Prospecting and generating new business opportunities with enterprise accounts to build pipeline and hit sales targets
- Managing the full sales cycle for enterprise deals, from qualification through close and upsell
- Collaborating with Customer Success on renewals and expansion opportunities
- Maintaining accurate data in Salesforce, Highspot, and Close Plan
- Serving as the customer/prospect voice internally, working with Sales Engineering, Product, and Marketing to prioritize deals and close revenue
- Documenting results and sharing customer insights with the broader team
You will be expected to be a disciplined hunter skilled at early pipeline development, leveraging all demand generation channels (AE prospecting, SDRs, marketing, channel, customer referrals). You should excel at uncovering customer pain points, presenting tailored solutions, managing multiple deals with strong time management, and building compelling business cases that quantify ROI across stakeholder groups. The role requires resilience and resourcefulness to thrive in an early-stage environment while effectively leveraging cross-functional teams.
Requirements:
- 3+ years of direct (non-overlay) enterprise account executive experience selling into organizations with 3,000+ employees, including prospecting, new logo wins, and account expansion in competitive, incumbent-heavy markets
- 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 size of $100k+
- Technical competency in security, email, cloud, and AI domains
- Demonstrated success at an early-stage, underdog, or new-entrant company competing against larger incumbents
- Ability to negotiate complex deals with large organizations
- BS/BA degree or equivalent work experience
