Enterprise Account Executive

About the Role

Abnormal AI is seeking an Enterprise Account Executive to join the Southeast team. This team sells our security solutions to Enterprise level accounts within a defined territory. The ideal candidate will be local to Southeast Florida (Miami, Fort Lauderdale, Palm Beach area) and possess a specific skillset aligned with enterprise sales execution. You will own the full sales cycle for large organizations, acting as the primary revenue driver for your book of business. This role requires a hunter's mentality focused on proactive discovery and creating urgency around critical security problems. You will translate complex technical capabilities into clear business outcomes that resonate with executive stakeholders. Success in this position depends on your ability to build trust, manage sophisticated deals, and consistently execute against demanding quotas.

Key facts

What you'll do

Drive new and expansion revenue within your designated Southeast Florida territory by selling Abnormal security solutions to enterprise accounts exceeding 3,000 mailboxes.

Prospect and qualify large organizations, utilizing AE-led demand generation and coordination with SDRs to construct a robust pipeline that supports consistent quota attainment.

Orchestrate end-to-end sales engagements, guiding enterprise customers from initial discovery through contract signing and into long-term expansion relationships.

Champion the voice of the customer within Abnormal by synthesizing stakeholder feedback and pain points to influence product, marketing, and sales engineering priorities.

Apply advanced qualification techniques to uncover latent security challenges and connect them to compelling, value-driven narratives that justify strategic investment.

Leverage data discipline to maintain pristine records in Salesforce, Highspot, and Close Plan, ensuring full pipeline visibility and reliable forecasting.

Tailor executive-level presentations and technical demonstrations to address specific business risks, regulatory concerns, and operational pressures faced by large enterprises.

Collaborate closely with Sales Engineering and the Proof of Value team to design and deliver impactful technical narratives that accelerate buying decisions.

Absorb and document customer insights, competitive intelligence, and deal patterns to elevate coaching, enablement, and overall team performance.

Navigate complex internal buying committees and procurement processes, positioning Abnormal as the preferred security partner for risk-averse enterprises.

Balance a high volume of enterprise opportunities with rigorous time management, ensuring each deal receives the attention required to close at scale.

Quantify return on investment across multiple dimensions, including security risk reduction, operational efficiency, and total cost of ownership for diverse stakeholder groups.

Foster expansion and renewal pipelines by partnering with Customer Success to identify growth opportunities within existing deployments.

Act as an owner-operator with resilience and resourcefulness, thriving in an early-stage environment while leveraging cross-functional alignment with product, marketing, and customer support.

Requirements

Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations (3k+ employee count), including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments.

Skill in negotiating with large organizations and closing complex sales involving multiple stakeholders and extended decision-making cycles.

Proven performer with consistent over quota performance and/or ranking in the top 5% of your sales organization through demonstrated results.

Technically competent with conversational expertise in key domains such as security, email, cloud infrastructure, and emerging AI applications relevant to enterprise risk.

Cyber-security Software sales experience selling subscription software or SaaS solutions to CISOs and security personnel, with average deal values exceeding $100,000.

Start-up experience having succeeded at a company that operated as an early-stage, underdog, or new entrant facing larger incumbents, including building territory strategies with channel, tech partners, and initial customer wins.

BS/BA degree or equivalent practical work experience that demonstrates mastery of enterprise sales fundamentals and business acumen.

U.S. eligibility to work remotely in a role based in Southeast Florida, with reliable high-speed internet and a professional environment for conducting enterprise sales activities.

Ability to travel within the Southeast region for customer meetings, partner engagements, and internal off-sites as required to support pipeline development and relationship growth.

Compliance with company policies on data security, customer privacy, and ethical sales practices when handling enterprise customer information and sensitive security data.

Nice to have

Prior experience selling cybersecurity solutions to highly regulated industries such as financial services, healthcare, or critical infrastructure.

Demonstrated success managing a multi-threaded executive selling motion with documented case studies or win stories from past roles.

Experience with modern sales enablement platforms, revenue intelligence tools, and conversational analytics to optimize pipeline quality and coaching outcomes.

Fluency in one or more additional languages relevant to diverse Southeast Florida markets, supporting inclusive engagement with multinational enterprises.

Practical notes

This role is remote with a primary work location in Southeast Florida. Travel throughout the region is required to engage enterprise customers, partners, and internal teams. U.S. work authorization is required, and candidates must be able to perform essential job functions from a designated home office with stable connectivity. There are no visa sponsorship options available for this position at this time. The engagement is structured on an at-will basis with regular performance reviews aligned with quota attainment and business impact.