Enterprise Account Executive (New York)

Join Abnormal AI, a leading security solutions provider, as an Enterprise Account Executive. In this role, you will be responsible for selling our security solutions to enterprise-level accounts within a defined territory. You will work with enterprise accounts from initial conversations through signing contracts and up-selling once they become customers. You will also prospect and generate new business opportunities, work with customer success to ensure timely renewals and expansion sales, and maintain accurate data across all sales systems. This position offers a range of benefits, including healthcare, flexible PTO, 401k, and more.

• Vendre des solutions de sécurité Abnormal à votre territoire défini avec l'objectif de dépasser le quota annuel de revenus récurrents.
• Travailler avec des comptes d'entreprise (>3k organisations de boîtes aux lettres) depuis les premières conversations jusqu'à la signature d'un contrat et à la vente incitative une fois qu'ils sont clients.
• Prospecter et générer de nouvelles opportunités commerciales avec des comptes d'entreprise (>3k organisations de boîtes aux lettres) pour fournir suffisamment de pipeline afin d'atteindre les objectifs de vente.
• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups
• Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions
• Data-disciplined, maintaining accurate and consistent account and opportunity data at all times
• Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning
• Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS
• Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality
• Internal guide, adept at navigating and supporting internal buying processes
• Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals
• Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges
• Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
• Proven performer with consistent over quota performance and/or top 5% of sales org
• Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel with average sales $100k+
• Skill in negotiating with large organizations and closing complex sales
• Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations (3k+ employee count), including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments
• Technically competent: Conversant in key areas: security, email, cloud, AI, etc
• BS/BA degree or equivalent work experience