Enterprise Account Executive (New England)

2 hours, 18 minutes 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 AI security solutions to a defined New England 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/expansion.
  • Prospect and generate new business opportunities within enterprise accounts to build sufficient pipeline to hit sales targets.
  • Deliver tailored demos and presentations that connect customer pain points to value-driven solutions for diverse stakeholders.
  • Negotiate and close complex enterprise deals with large organizations.
  • Collaborate with Customer Success to drive timely renewals and identify expansion opportunities.
  • Work cross-functionally with Sales Engineering/POV, Product, Marketing, BDRs, and CS to prioritize work and remove blockers to close revenue.
  • Maintain accurate account and opportunity data and documentation across Salesforce, Highspot, and Close Plan, and extract/share customer insights and deal lessons to enable team learning.

Requirements

  • 3+ years of direct (not overlay) enterprise account hunter experience selling into enterprise-sized organizations (3k+ employee count), including prospecting, acquiring new logos, and expanding major accounts in competitive, incumbent-heavy environments.
  • Experience managing enterprise accounts with >3k mailbox organizations.
  • Proven consistent over-quota performance and/or ranking in the top 5% of a sales organization.
  • Demonstrated skill negotiating with large organizations and closing complex, high-value sales.
  • Cybersecurity software/SaaS sales experience selling to CISOs and security teams with average deal sizes of $100k+.
  • Technical familiarity with security, email, cloud, and AI concepts.
  • Start-up or early-stage company experience building territory, channels, and initial customer wins with limited resources.
  • Process-oriented with a repeatable sales methodology, strong time management, and data discipline.
  • BS/BA degree or equivalent work experience; based in the Boston metro area or Rhode Island (territory: New England).

Benefits

  • Base salary range $144,500—$170,000 USD.
  • Eligible for bonus or incentive compensation.
  • Equity participation (may be eligible).
  • Comprehensive benefits package (health and other standard employee benefits).

Interested in this position?

Apply directly on the company website

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