Enterprise Account Executive

About the Role

Abnormal Security seeks an Enterprise Account Executive to join the EMEA team. This team is responsible for selling security solutions to enterprise-level accounts within a specific, defined territory. The role requires a professional based in the Netherlands. The successful candidate will manage the complete enterprise sales cycle for organizations exceeding 3,000 mailboxes.

Key Responsibilities

You will own the end-to-end sales process, converting large organizations into recurring revenue customers. A core duty is prospecting and generating new business opportunities to build a robust pipeline that enables the team to achieve its sales targets. You will work directly with enterprise accounts, guiding them from initial discovery conversations through contract signing and into expansion sales.

A primary focus involves conducting in-depth discovery sessions to uncover email security risks and compliance concerns. You will then present tailored solutions that demonstrate clear value and address specific customer pain points. Orchestrating collaboration with Sales Engineering is essential to run technical evaluations and prove platform return on investment to technical stakeholders.

You will maintain rigorous data discipline by continually documenting results and ensuring accuracy across all sales systems, including Salesforce, Highspot, and Close Plan. This involves developing and presenting a business case that highlights high ROI across multiple dimensions for various stakeholders. Another key function is extracting, documenting, and organizing all lessons, knowledge, and information related to customer interactions.

You will also act as a voice for the customer within the organization, providing feedback to internal teams such as Sales Engineering, Product, and Marketing. This ensures appropriate prioritization to close more revenue. Guiding internal stakeholders through their own complex buying processes is a required capability. You will also work closely with Customer Success to ensure timely renewals and identify expansion opportunities.

Required Qualifications and Skills

The ideal candidate brings a disciplined, hands-on approach to enterprise sales. You must have a minimum of three years of direct enterprise experience, with a proven track record of prospecting, closing new logos, and growing major accounts in competition with incumbents. Demonstrated skill in negotiating with large organizations and closing complex sales is mandatory.

Consistent performance is essential, including a history of over-quota achievement and ranking in the top 5% of your sales organization. You must be technically competent and conversant in key areas such as security, email, cloud infrastructure, and artificial intelligence.

Specific experience selling cybersecurity software and subscription-based SaaS solutions to Chief Information Security Officers and security management professionals is required. A background in startups or challenger companies is critical. This includes success in early-stage environments with limited resources, where you built territory plans including channels, technical partners, and initial customer wins.

A Bachelor of Science or Bachelor of Arts degree, or equivalent professional experience in technology sales, is required. A strong understanding of how to collaborate effectively with Sales Engineering, Marketing, Business Development Representatives, Product, and Customer Success is necessary to navigate the full sales cycle.

What You Will Do

• Generate pipeline by prospecting security leaders within large email operations exceeding 3,000 seats.
• Map complex buying committees and document customer pain points to shape executive-level value propositions.
• Conduct discovery sessions that uncover email risk to present tailored solutions addressing compliance and resilience.
• Orchestrate collaboration with Sales Engineering to run technical evaluations proving platform ROI.
• Own forecast accuracy in Salesforce while maintaining detailed opportunity records in Highspot and Close Plan.
• Champion customer needs in product discussions to ensure enterprise requirements influence the roadmap.
• Guide renewal conversations with Customer Success teams to secure expansion before contract end dates.
• Navigate procurement processes for security-conscious buyers who use multiple compliance checkpoints.
• Thrive in an early-stage environment that requires creative problem solving across channel and partner networks.
• Align with Business Development representatives to ensure marketing campaigns target high-value verticals and use cases.

Requirements

• Three or more years of direct enterprise experience hunting large organizations and closing complex security deals.
• Demonstrated ability to negotiate million-dollar agreements while managing stakeholders across legal, finance, and technical teams.
• A history of consistently beating sales quotas and ranking in the top 5% of performance metrics.
• Knowledgeable discussion of security email threats, cloud infrastructure, artificial intelligence controls, and data protection regulations.
• Proven experience selling cybersecurity subscription software to CISOs and security management staff.
• Success in startups or challenger companies competing against established giants with limited budget and team structures.
• A Bachelor of Science or Bachelor of Arts degree, or equivalent professional experience.

Nice to Have

Experience working with security analysts and executives who measure email defense through open standards and frameworks.

Skills & Tools

Salesforce, Highspot, Close Plan, Abnormal Security.

Abnormal AI supports the hiring process by analyzing resume content to suggest interview questions. This tool assists recruiters but does not make hiring decisions. Every candidacy decision is made by a person. Abnormal Security is an equal opportunity employer.