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Salary: USD 144,500 - 170,000 / annual
Abnormal AI is seeking an Enterprise Account Executive to join the TOLA team, selling security solutions to enterprise-level accounts within a defined territory. You will own the full sales cycle—from prospecting and pipeline development through contract closure and customer expansion—targeting organizations with 3,000+ mailboxes.
Key Responsibilities:
- Prospect and generate new business opportunities into enterprise accounts, building sufficient pipeline to hit annual recurring revenue (ARR) quota
- Manage enterprise deals from initial conversations through contract signature and post-sale upselling
- Leverage all five demand generation pillars: AE prospecting, SDRs, marketing, channel partnerships, and customer referrals
- Uncover customer pain points and connect them to value-driven security solutions with tailored demos and messaging
- Build business cases and quantify ROI across multiple dimensions for diverse stakeholder groups
- Maintain accurate account and opportunity data in Salesforce, Highspot, and Close Plan
- Collaborate with Customer Success on timely renewals and expansion opportunities
- Serve as the customer/prospect voice internally, working with Sales Engineering, Product, and Marketing to prioritize deal closure
- Extract, organize, and document customer insights and deal lessons to enable broader team learning
You will thrive in an early-stage environment, resourcefully leveraging cross-functional teams (SEs, marketing, BDRs, product, CS) to close complex, competitive deals.
Requirements:
- 3+ years of direct (non-overlay) enterprise account executive experience selling into organizations with 3,000+ employees, including prospecting, new logo wins, and major account expansion in competitive, incumbent-heavy environments
- Proven track record of consistent over-quota performance or top 5% sales organization standing
- Demonstrated skill in negotiating with large organizations and closing complex sales
- Technical competency in security, email, cloud, and AI domains
- Cybersecurity software sales experience: subscription/SaaS sales to CISOs and security personnel with average deal size $100k+
- Startup experience: success at an early-stage, underdog, or new-entrant company competing against larger incumbents, including territory building (channel, tech partners, initial customer wins)
- BS/BA degree or equivalent work experience
