Enterprise Account Executive (Tampa)

5 days, 20 hours 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 security solutions to enterprise accounts in a defined territory and work toward exceeding annual recurring revenue quota.
  • Prospect and generate new business opportunities to build sufficient pipeline for sales targets.
  • Manage enterprise opportunities from initial conversation through contract signature and post-sale expansion.
  • Work with Customer Success to support timely renewals and identify expansion opportunities.
  • Maintain accurate account and opportunity data across Salesforce, Highspot, and Close Plan.
  • Advocate for customers and prospects internally with Sales Engineering, Product, and Marketing to support prioritization and close revenue.
  • Tailor demos and messaging to align with stakeholder business challenges and uncover customer pain points.
  • Build business cases that quantify ROI for different stakeholder groups.
  • Document customer insights and deal lessons to support broader team learning.
  • Navigate and support internal buying processes while coordinating with cross-functional teams.

Requirements

  • Must be local to the Tampa, FL area.
  • 3+ years of direct, non-overlay enterprise account executive experience selling into organizations with 3,000+ employees.
  • Experience prospecting, winning new logos, and expanding major accounts in competitive enterprise environments.
  • Strong negotiation skills and experience closing complex sales.
  • Consistent over-quota performance or ranking in the top 5% of a sales organization.
  • Technically competent in areas such as security, email, cloud, and AI.
  • Experience selling cybersecurity subscription software/SaaS to CISOs and security personnel, with average deal sizes of $100K+.
  • Startup or early-stage company experience, including building territory with limited resources and large competitors.
  • BS/BA degree or equivalent work experience.

Interested in this position?

Apply directly on the company website

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