Abnormal Security

FullTime

<div><div style="padding: 0; margin: 15px 0 15px 0"><p><strong>Description</p></strong><p style="padding: 0; margin: 15px 0 15px 0"><div style="padding: 0; margin: 15px 0 15px 0"><strong> About the Role </strong></div><p style="padding: 0; margin: 15px 0 15px 0"> Abnormal Security is looking for an Enterprise Account Executive to join our Ohio Valley team. This team sells our security solutions to Enterprise level accounts within a defined territory. The ideal candidate for the role will be located in the Cleveland, OH area and have the following skillset: </p><ul style="margin: 15px 0 15px 0; padding: 0 0 0 20px"><li style="margin-bottom: 5px"><span> 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. </span></li><li style="margin-bottom: 5px"><span> Good qualifier: Ability to uncover / discover customer problems pains </span></li><li style="margin-bottom: 5px"><span> Good presenter: ability to present and demonstrate value based off customer pain points. </span></li><li style="margin-bottom: 5px"><span> Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality </span></li><li style="margin-bottom: 5px"><span> Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts  &  opportunities. </span></li><li style="margin-bottom: 5px"><span> Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders </span></li><li style="margin-bottom: 5px"><span> Ability to extract, document and organize lessons, knowledge and information about customers </span></li><li style="margin-bottom: 5px"><span> Ability to guide internal stakeholders through their own internal buying processes </span></li><li style="margin-bottom: 5px"><span> Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations </span></li><li style="margin-bottom: 5px"><span> Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success. </span></li></ul><div style="padding: 0; margin: 15px 0 15px 0"><strong> What you will do </strong></div><ul style="margin: 15px 0 15px 0; padding: 0 0 0 20px"><li style="margin-bottom: 5px"><span> Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota </span></li><li style="margin-bottom: 5px"><span> Work enterprise accounts (  >  3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. </span></li><li style="margin-bottom: 5px"><span> Prospect and generate new business opportunities with enterprise accounts (  >  3k mailbox organizations) to supply enough pipeline for them to hit sales targets. </span></li><li style="margin-bottom: 5px"><span> Work with Customer success to ensure a timely renewal and expansion sale opportunities </span></li><li style="margin-bottom: 5px"><span> Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan) </span></li><li style="margin-bottom: 5px"><span> 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. </span></li></ul><div style="padding: 0; margin: 15px 0 15px 0"><strong> Must Haves </strong></div><ul style="margin: 15px 0 15px 0; padding: 0 0 0 20px"><li style="margin-bottom: 5px"><span> Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents. </span></li><li style="margin-bottom: 5px"><span> Skill in negotiating with large organizations and closing complex sales </span></li><li style="margin-bottom: 5px"><span> Proven performer with consistent over quota performance and/or top 5% of sales org </span></li><li style="margin-bottom: 5px"><span> Technically competent: Conversant in key areas: security, email, cloud, AI, etc. </span></li><li style="margin-bottom: 5px"><span> Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel </span></li><li style="margin-bottom: 5px"><span> Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.) </span></li><li style="margin-bottom: 5px"><span> BS/BA degree or equivalent work experience </span></li></ul><p style="padding: 0; margin: 15px 0 15px 0"></p><p style="padding: 0; margin: 15px 0 15px 0"><span> #LI-BP1 </span></p><div style="padding: 0; margin: 15px 0 15px 0"><div style="padding: 0; margin: 15px 0 15px 0"><div style="padding: 0; margin: 15px 0 15px 0"><p style="padding: 0; margin: 15px 0 15px 0"> At Abnormal Security certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our <span><span><a href="%22https://careers.abnormalsecurity.com/benefits-perks%22" rel="nofollow"><span> Benefits  &  Perks </span></a></span></span> page. </p></div><div style="padding: 0; margin: 15px 0 15px 0"> Base salary range: </div><div style="padding: 0; margin: 15px 0 15px 0"><span> $127,500 </span><span> — </span><span> $150,000 USD </span></div></div></div></p></div></div>

Abnormal Security

Enterprise Account Executive

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