abnormalsecurity Remote - UK Full-time 2024-06-06

About the Role

Abnormal Security is looking for an experienced Enterprise Account Executive to join our sales team. The ideal candidate for the role will have the following skillset: 

  • Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals.
  • Good qualifier: Ability to uncover / discover customer problems pains
  • Good presenter: ability to present and demonstrate value based off customer pain points.
  • Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
  • Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities. 
  • Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
  • Ability to extract, document and organise lessons, knowledge and information about customers
  • Ability to guide internal stakeholders through their own internal buying processes
  • Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organisations 
  • Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.

 

What you will do

  • Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
  • Work enterprise accounts (>3k mailbox organisations) from initial conversations through signing a contract and up-selling once they’re a customer.
  • Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organisations) to supply enough pipeline for them to hit sales targets.
  • Work with select channel partners to accelerate growth in your region
  • Work with Customer success to ensure a timely renewal and expansion sale opportunities
  • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)
  • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritisation to close more revenue.

Must Haves

  • Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.
  • Skill in negotiating with large organisations and closing complex sales
  • Proven performer with consistent over quota performance and/or top 5% of sales org
  • Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
  • Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel
  • BS/BA degree or equivalent work experience

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