The job, in the employer's words
About the Role
Cybercrime doesn't wait for anyone to catch up to it, and neither do we. Abnormal AI is looking for an Enterprise Account Executive to join our New England team, selling behavioral AI security solutions into Enterprise-level accounts within a defined territory.
We didn't bolt AI onto old security tools. We built our platform from AI up, to detect the subtle human-targeted attacks that traditional tools miss. You'll be selling something genuinely different, and you'll need to sell it with the same conviction.
The ideal candidate is local to the New England area and brings:
- 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.
- Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions.
- Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges.
- Process-oriented with a consistent, repeatable sales methodology and strong time management skills, capable of managing multiple deals without sacrificing quality.
- Data-disciplined, maintaining accurate and consistent account and opportunity data at all times.
- Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.
- Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning.
- Internal guide, adept at navigating and supporting internal buying processes.
- 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.
What You Will Do
- Own and grow a defined enterprise territory, with a mandate to overachieve new annual recurring revenue quota, not just hit it.
- Run the full deal cycle on enterprise accounts (>3k mailbox organizations): first conversation, technical evaluation, contract signature, and the upsell conversations that follow once they're a customer.
- Prospect and build new business opportunities to keep your pipeline ahead of target, drawing on our full go-to-market engine, marketing, channel, and referrals included.
- Sell a platform that's actively expanding underneath you: what started as email security now covers identity, AI security, and insider threat, giving you more surface area to bring value to every account.
- Partner with Customer Success to protect renewals and spot expansion opportunities before they're obvious.
- Keep your data sharp across Salesforce, Highspot, and Close Plan, because accurate pipeline is how the whole team plans and wins.
- Be the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing to get the right things prioritized so more revenue closes, faster.
Must Haves
- 3+ years of direct (not overlay) experience hunting in enterprise-sized organizations (3k+ employees), with a track record of prospecting, winning new logos, and expanding accounts in competitive, incumbent-heavy environments.
- Negotiation skill that holds up against large organizations and complex, multi-stakeholder sales cycles.
- A track record to back it up: consistent over-quota performance, ideally top 10% of your sales org.
- Technical fluency across security, email, cloud, and AI, enough to hold your own in a conversation with a CISO.
- Cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security teams at average deal sizes of $100k+.
- A builder's mindset: you've thrived somewhere early-stage, an underdog, or up against bigger incumbents, and you know how to build territory with limited resources.
- Comfort selling within a company that's still writing its next chapter. We're growing 40%+ year over year, protecting more than 4,500 customers including over 25% of the Fortune 500, and expanding fast from email into identity, AI security, and insider threat. That means more to sell, more to learn, and more room to make your mark than a mature market leader can offer.
#LI-TY1
Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
Requirements mentioned
- 3+ years of direct (not overlay) experience hunting in enterprise-sized organizations (3k+ employees), with a track record of prospecting, winning new logos, and expanding accounts in competitive, incumbent-heavy environments.
- Negotiation skill that holds up against large organizations and complex, multi-stakeholder sales cycles.
- A track record to back it up: consistent over-quota performance, ideally top 10% of your sales org.
- Technical fluency across security, email, cloud, and AI, enough to hold your own in a conversation with a CISO.
- Cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security teams at average deal sizes of $100k+.
- A builder's mindset: you've thrived somewhere early-stage, an underdog, or up against bigger incumbents, and you know how to build territory with limited resources.
- Comfort selling within a company that's still writing its next chapter. We're growing 40%+ year over year, protecting more than 4,500 customers including over 25% of the Fortune 500, and expanding fast from email into identity, AI security, and insider threat. That means more to sell, more to learn, and more room to make your mark than a mature market leader can offer.
- #LI-TY1
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