Enterprise Account Executive, New England

New

Abnormal AICybersecurity SaaS

Location: Remote - USAFull-TimeExecutive

SalaryBase salary range: $144,500 — $170,000 USD

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Job Details

Experience: 3+ years of direct (not overlay) experience hunting in enterprise-sized organizations (3k+ employees)
Required Skills: Business DevelopmentCybersecuritySalesforce

Have 3+ years of direct (not overlay) experience hunting in enterprise-sized organizations (3k+ employees).
Demonstrate a track record of prospecting, winning new logos, and expanding accounts in competitive, incumbent-heavy environments.
Bring negotiation skills suited to large organizations and complex, multi-stakeholder sales cycles.
Show consistent over-quota performance; top 10% of the sales organization is preferred.
Bring technical fluency across security, email, cloud, and AI sufficient to engage in conversations with CISOs.
Have cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security teams.
Have experience with average deal sizes of $100k+.
Bring experience thriving in an early-stage environment, as an underdog, or against larger incumbents.
Use a disciplined approach to enterprise prospecting and early pipeline development.
Be able to qualify customer pain points and connect them to value-driven solutions.
Be able to tailor presentations, demos, and messaging to stakeholders' business challenges.
Build business cases by quantifying ROI for diverse stakeholder groups.

Own and grow a defined enterprise territory and exceed the new annual recurring revenue quota.
Run the full deal cycle for enterprise accounts, from first conversation and technical evaluation through contract signature and upsell.
Prospect and build new business opportunities using AE prospecting, SDRs, marketing, channel, and referrals.
Sell the platform across email security, identity, AI security, and insider threat.
Partner with Customer Success to protect renewals and identify expansion opportunities.
Maintain accurate account and opportunity data in Salesforce, Highspot, and Close Plan.
Advocate for customers internally and work with Sales Engineering, Product, and Marketing to support deals.

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