Strategic Account Executive – Healthcare
Content Conspiracy
CloudCyber Security
Enterprise Account Executive
Abnormal Security
full-time
Posted on:
Origin: • 🇺🇸 United States • Washington
Visit company websiteSalary
💰 $136,000 - $160,000 per year
Job Level
Mid-LevelSenior
Tech Stack
Cloud
About the role
- Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota.
- Work enterprise accounts (>3k mailbox organizations) 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 organizations) to supply enough pipeline to hit sales targets.
- 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 prioritization to close more revenue.
- Sell within a defined Northwest territory and collaborate with cross-functional teams to drive deals to close.
Requirements
- Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations, including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments.
- Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts; skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals.
- Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions.
- Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges.
- Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality.
- Data-disciplined, maintaining accurate and consistent account and opportunity data at all times.
- Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.
- Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning.
- Internal guide, adept at navigating and supporting internal buying processes.
- Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS.
- Skill in negotiating with large organizations 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.
- Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors (limited resources - build territory including channel, tech partners, initial customer wins, etc.).
- BS/BA degree or equivalent work experience.
