Enterprise Account Executive
Abnormal Security
Cloud
Enterprise Account Executive
Abnormal Security
full-time
Posted on:
Origin: • 🇩🇪 Germany
Visit company websiteJob 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 timely renewals 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.
Requirements
- 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.
- 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 security, email, cloud, AI.
- Cyber-security software sales: Experience selling subscription software/SaaS to CISOs and security personnel.
- Start-up experience: Success at an early-stage or new entrant company with limited resources.
- BS/BA degree or equivalent work experience.
- Ability to hunt: disciplined approach to early pipeline development and prospecting into enterprise accounts; leverage AE prospecting, SDR, Marketing, Channel and Customer referrals.
- Ability to uncover/discover customer problems and pains (qualifier).
- Good presenter: ability to present and demonstrate value based on customer pain points.
- Disciplined in sales methodology and time management; ability to execute disciplined sales process repeatedly.
- Discipline in data integrity: maintain data accuracy and consistency for all accounts and opportunities.
- Ability to develop and present a business case showing high ROI to multiple stakeholders.
- Ability to extract, document and organize lessons, knowledge and information about customers.
- Ability to guide internal stakeholders through their own internal buying processes.
- Ability to leverage Sales Engineering, Marketing, BDRs, Product and Customer Success.
