Enterprise Account Executive - NorCal

1 hour, 1 minute ago
Full-time
Senior
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 solutions within an assigned territory and exceed new annual recurring revenue quota.
  • Prospect enterprise organizations with more than 3,000 mailboxes to generate sufficient qualified pipeline.
  • Manage enterprise opportunities from initial conversation through contract signing and customer expansion.
  • Negotiate complex sales and develop compelling, ROI-based business cases for diverse stakeholders.
  • Partner with Customer Success on timely renewals and expansion opportunities.
  • Tailor presentations, demonstrations, and messaging to customer business challenges.
  • Maintain accurate account and opportunity data across Salesforce, Highspot, and Close Plan.
  • Represent customer and prospect needs internally with Sales Engineering, POV, Product, Marketing, and other teams.
  • Document customer insights, deal outcomes, and lessons learned to support broader team enablement.
  • Leverage SDRs, marketing, channel partners, customer referrals, and cross-functional teams to develop opportunities.

Requirements

  • 3+ years of direct enterprise sales experience with organizations of 3,000+ employees, including prospecting, new-logo acquisition, and account expansion.
  • Proven success consistently exceeding quota and/or ranking in the top 5% of a sales organization.
  • Experience selling cybersecurity subscription software or SaaS to CISOs and security teams, with average deal sizes of $100,000 or more.
  • Experience negotiating with large organizations and closing complex sales.
  • Working knowledge of security, email, cloud, and AI technologies.
  • Successful experience at an early-stage, underdog, or new-entrant company competing against established vendors.
  • Demonstrated enterprise prospecting, pipeline development, qualification, presentation, and value-selling skills.
  • Strong process discipline, time management, data accuracy, resilience, and cross-functional collaboration.
  • Bachelor’s degree or equivalent work experience.
  • Local presence in Northern California preferred.

Benefits

  • Base salary range of $144,500–$170,000 USD.
  • Eligibility for bonus or incentive compensation.
  • Equity compensation may be available.
  • Comprehensive benefits package.
  • Pre-employment checks conducted in accordance with applicable legislation and company policies.

Interested in this position?

Apply directly on the company website

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