Enterprise Account Executive

About the role

Abnormal Security is looking for an Enterprise Account Executive to join its Nordics team with a focus on selling security solutions to large enterprises within Sweden. The primary ownership of this role resides in driving revenue within a specific territory by engaging enterprise-level accounts. The successful hire will balance multiple pillars of demand generation, including AE prospecting, SDR efforts, Marketing initiatives, Channel development, and Customer referrals. This position requires a disciplined approach to sales where the candidate acts as the voice of the customer to internal teams such as Sales Engineering, Product, and Marketing. The goal is to exceed annual recurring revenue quotas by securing enterprise accounts and guiding them from initial conversations through contract signing. Success in this role demands operation within an early-stage environment that features limited resources and significant competition. The executive will manage strategic relationships to identify expansion opportunities and ensure timely renewals.

Key facts

What you'll do

• Perform enterprise-level prospecting to build a robust pipeline of potential accounts within the Swedish market.
• Manage enterprise accounts containing more than 3,000 mailboxes from initial discovery conversations through contract execution and into upsell programs.
• Exceed annual recurring revenue quotas by securing new logos and driving growth within the enterprise segment.
• Collaborate with the Customer Success team to ensure timely renewals and to surface expansion opportunities within existing accounts.
• Utilize Salesforce, Highspot, and Close Plan to maintain strict data accuracy and document all results meticulously.
• Act as the primary voice for the customer to internal teams to prioritize revenue generation and product improvements.
• Navigate complex sales cycles involving large organizations by demonstrating advanced negotiation skills.
• Contribute to demand generation pillars including Marketing initiatives, Channel development, and leveraging Customer referrals.
• Thrive in an early-stage environment where resourcefulness and adaptability are essential for success.
• Leverage technical competence in security, email, cloud, and AI to articulate value propositions to security personnel.
• Target key decision-makers such as Chief Information Security Officers to build strategic and influential partnerships.
• Draw upon a background in early-stage or underdog environments with significant competition to outperform quotas.
• Align messaging and value propositions with the specific needs and buying behaviors of the Nordic region.
• Develop deep market knowledge to identify high-value opportunities and champion solutions within Swedish enterprises.

Requirements

The candidate must possess three or more years of direct enterprise experience focused on prospecting and closing new logos against established competitors. Proven skill in negotiating complex sales with large organizations is mandatory for this role. A history of consistent over-quota performance and ranking in the top 5% of the sales organization is required to demonstrate excellence. Technical competence in areas such as security, email, cloud, and AI is necessary to effectively communicate with technical stakeholders. The candidate must have direct SaaS sales experience targeting Chief Information Security Officers and security personnel within enterprise settings. Background in an early-stage company, or a similar underdog environment with significant competition, is essential to navigate the challenges of the role. A Bachelor of Science or Bachelor of Arts degree, or equivalent professional experience, is also required to meet the baseline qualifications for this position. Candidates must be legally authorized to work in Sweden and operate remotely from the country without requiring sponsorship.

Nice to have

Familiarity with the Nordic region and local enterprise buying habits is considered a valuable asset for candidates pursuing this role.

Practical notes

This position operates as a remote role based in Sweden, and candidates must be legally authorized to work in Sweden and operate remotely from the country without requiring sponsorship. The compensation structure includes a base salary of 600,000 SEK with a target total compensation of 900,000 SEK. It is critical to maintain strict data accuracy in CRM tools such as Salesforce, Highspot, and Close Plan to ensure reliable forecasting and reporting. Candidates should verify these details directly on the official page to ensure alignment with personal expectations and logistical requirements.