Senior Enterprise Account Executive

1 week ago

Chicago, Illinois, United States Abnormal Security Full time
Job OverviewPosition Summary

At Abnormal Security, we are on a mission to revolutionize cybersecurity and enhance the safety of cloud environments for businesses. Our Major Accounts team plays a pivotal role in driving our success forward. As a Senior Enterprise Account Executive, you will be the primary point of contact for approximately 20 key accounts, managing all transactions and orchestrating the sales ecosystem to ensure customer satisfaction and success.

Key Qualifications
  • Proven Sales Expertise: A minimum of 5 years of direct enterprise sales experience with a focus on prospecting and closing deals with Fortune 500 companies.
  • Track Record of Success: Demonstrated ability to secure new Major Account clients while effectively cross-selling and upselling to existing customers.
  • Negotiation Skills: Proficient in negotiating with large organizations and navigating complex sales processes.
  • Performance Driven: Consistent overachievement of sales quotas, ranking within the top 5% of your sales organization.
  • Technical Acumen: Knowledgeable in key areas such as cybersecurity, cloud solutions, and artificial intelligence.
  • Software Sales Experience: Background in selling subscription-based software or SaaS products to Chief Information Security Officers (CISOs) and security teams.
  • Start-Up Experience: Success in early-stage companies, demonstrating the ability to build territories and secure initial customer wins.
  • Educational Background: Bachelor’s degree or equivalent professional experience.
Essential Skills
  • Proactive Hunter: A disciplined approach to developing early-stage sales pipelines.
  • Prospecting Ability: Comfortably engage with the largest enterprise accounts in your region, leveraging multiple demand generation strategies.
  • Qualifying Skills: Expertise in identifying and understanding customer challenges.
  • Presentation Skills: Ability to effectively communicate and demonstrate value based on customer needs.
  • Methodical Approach: Systematic execution of a disciplined sales process while maintaining high-quality standards.
  • Data Integrity: Commitment to maintaining accurate and consistent data across all sales platforms.
  • Business Case Development: Capability to present compelling business cases to stakeholders, highlighting high ROI.
  • Customer Insight: Ability to document and organize valuable information about customers.
  • Closing Skills: Proficient in maximizing annual recurring revenue from major accounts.
  • Internal Collaboration: Guide internal teams through their buying processes effectively.
  • Resilience: Ability to thrive in an early-stage environment with limited resources.
  • Cross-Departmental Leverage: Understanding of how to utilize resources from Sales Engineering, Marketing, and Customer Success.
Responsibilities
  • Sell Abnormal Security solutions to approximately 20 Major Accounts within your designated territory, aiming to exceed annual recurring revenue targets.
  • Manage relationships with Major Enterprise Accounts from initial discussions through contract signing and subsequent upselling.
  • Identify and generate new business opportunities within Major Accounts to maintain a robust sales pipeline.
  • Collaborate with Customer Success teams to ensure timely renewals and explore expansion opportunities.
  • Document sales results and maintain accurate records across all sales systems.
  • Act as the customer advocate within internal teams, ensuring prioritization of initiatives that drive revenue growth.


At Abnormal Security, certain roles may offer bonuses, restricted stock units (RSUs), and comprehensive benefits. Compensation packages are tailored to each candidate's unique skills, experience, and qualifications. For more information about our compensation philosophy, please refer to our Benefits & Perks page.

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