The role involves selling security solutions, prospecting enterprise accounts, managing complex sales processes, and collaborating with internal teams to ensure customer success.
About You
- Enterprise Account Hunter: Demonstrated 7+ 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 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 or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
- BS/BA degree or equivalent work experience
- 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.
- Good qualifier: Ability to uncover/discover customer problems and pains.
- Good presenter: ability to present and demonstrate value based on customer pain points.
- Disciplined in sales methodology/time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
- Ability to develop and present a business case to a customer showing high ROI across different dimensions 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
- Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
- Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.
- Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
- Work enterprise accounts (2k+ 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 (2k+ mailbox organizations) to supply enough pipeline for them to hit sales targets.
- Work with Customer success to ensure a timely renewal and expansion sale opportunities
- 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.
#LI-LB2
Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
Base salary range:
$144,500—$170,000 USD
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
Top Skills
AI
Cloud
Email
Security
Similar Jobs
Automotive • Digital Media • eCommerce • Information Technology • Marketing Tech
The Enterprise Account Executive is responsible for driving revenue growth in Major Accounts within the Mid-Atlantic region, focusing on upselling and managing customer relationships across Cars Commerce's platform suite.
Top Skills:
Digital AdvertisingSaaS
Artificial Intelligence • Software • Cybersecurity
The Enterprise Account Executive will create and execute sales strategies, manage the sales cycle, and build customer relationships in cybersecurity.
Top Skills:
Cybersecurity Technology
Artificial Intelligence • Software • Generative AI
The Enterprise Account Executive will drive new business, manage enterprise accounts, and deliver tangible outcomes by leveraging Glean's AI technology and foundational knowledge graph. Responsibilities include closing deals, collaborating with internal teams, and meeting revenue targets.
Top Skills:
AIAPIsCloud-Based SoftwareSaaSSearch Infrastructure
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
