Enterprise Account Executive

1 month ago
Full-time
Mid Level
Sales and Business Development
Abnormal AI

Abnormal AI

Abnormal AI provides advanced email security solutions designed to block malicious email attacks, including credential phishing, business email compromise, and account takeover.

Internet Software & Services
Founded 2018

Description

  • Sell Abnormal security solutions into a defined territory with the goal of exceeding new annual recurring revenue quota.
  • Manage enterprise accounts (>3k mailbox organizations) from initial conversations through contract signing and post-sale upsell.
  • Prospect and generate new business opportunities in enterprise accounts to build and maintain pipeline required to hit sales targets.
  • Work with Customer Success to ensure timely renewals and identify expansion opportunities.
  • Collaborate with internal teams (Sales Engineering/POV, Product, Marketing, BDRs) and act as a voice for the customer to prioritize work that closes revenue.
  • Develop and present business cases demonstrating high ROI to multiple stakeholders to support purchase decisions.
  • Continually document results, maintain accurate data and account/opportunity hygiene across sales systems (Salesforce, Highspot, Close Plan).
  • Capture, organize and share customer lessons, knowledge and information to inform internal stakeholders and improve outcomes.

Requirements

  • 3+ years of direct enterprise account experience prospecting, closing new logos and growing major accounts against incumbents.
  • Proven track record of consistent over-quota performance and/or ranking in the top 5% of a sales organization.
  • Experience negotiating with large organizations and closing complex, multi-stakeholder deals.
  • Experience selling cyber-security subscription software/SaaS to CISOs and security teams.
  • Technical competence and conversational knowledge in security, email, cloud and AI domains.
  • Startup or early-stage company experience building territory and go-to-market with limited resources (channel, tech partners, initial customer wins).
  • Strong prospecting/hunting skills and familiarity balancing demand generation across AE prospecting, SDR, Marketing, Channel and Customer referrals.
  • Disciplined in sales methodology, time management and data integrity for accounts and opportunities.
  • Ability to qualify customer pain, present value-based demos, develop ROI-focused business cases, and guide internal stakeholders through buying processes.
  • BS/BA degree or equivalent work experience; ideally local to the Netherlands area.

Interested in this position?

Apply directly on the company website

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