Enterprise Account Executive
Job description
About the role
Abnormal is on the lookout for a motivated Enterprise Account Executive to enhance our sales team in Australia. This position is dedicated to securing new business opportunities for Abnormal's innovative security solutions within a specified territory. You will oversee the complete sales process, starting from the initial outreach to finalizing agreements with enterprise-level clients.
Key facts
What you'll do
- Generate new annual recurring revenue by promoting Abnormal's security products to your designated accounts.
- Cultivate and manage relationships with enterprise clients, specifically those with over 3,000 mailboxes, guiding them from the first interaction to contract execution and beyond.
- Actively seek out and develop new business prospects within enterprise accounts to maintain a steady sales pipeline.
- Work closely with Customer Success teams to ensure smooth contract renewals and pinpoint upsell opportunities.
- Keep precise and current records of all sales activities and data using Salesforce, Highspot, and Close Plan.
- Serve as a bridge between clients and internal departments, including Sales Engineering, Product, and Marketing, to advocate for customer requirements and facilitate successful deal closures.
- Create and deliver persuasive business cases that highlight significant returns on investment to various stakeholders.
- Gather, document, and organize customer insights effectively to inform internal strategies.
- Guide internal teams through their procurement processes, ensuring alignment and understanding.
- Demonstrate resilience and a proactive approach to achieve success in a fast-paced, evolving environment.
- Collaborate effectively with Sales Engineering, Marketing, Business Development Representatives, Product, and Customer Success teams to drive sales initiatives.
- Uphold Abnormal's core values: Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence.
Requirements
- Proven ability to prospect and cultivate early-stage pipelines through a structured methodology, employing various demand generation strategies.
- Strong aptitude for identifying and comprehending customer pain points and challenges.
- Skilled in presenting and articulating value propositions that resonate with customer needs.
- Exhibit a disciplined approach to the sales process and excellent time management skills for consistent, high-quality execution.
- Maintain high standards of data integrity and consistency across all account and opportunity records.
- Experience in developing and presenting compelling business cases that demonstrate a high return on investment to diverse stakeholders.
- Proficient in gathering, documenting, and organizing customer insights and knowledge effectively.
- Ability to guide internal teams through their procurement processes with clarity and support.
- Resilient and proactive mindset to thrive in a dynamic, early-stage environment.
- Familiarity with collaborating effectively with Sales Engineering, Marketing, Business Development Representatives, Product, and Customer Success teams.
- A minimum of 3 years of direct enterprise sales experience, with a focus on prospecting and closing new logos, as well as expanding existing major accounts.
- Experience negotiating with large organizations and managing complex sales cycles.
- A history of consistently exceeding sales quotas or ranking within the top 5% of a sales organization.
- Knowledgeable in cybersecurity, email security, cloud technologies, and AI concepts.
- Experience selling subscription software or SaaS solutions to Chief Information Security Officers (CISOs) and security professionals.
- Previous success in an early-stage company or a competitive market with limited resources, including establishing territories and forming channel and technology partnerships.
- A Bachelor's degree or equivalent professional experience is required.
Nice to have
- Experience in a startup setting where you played a key role in building territory and achieving initial customer success.
Skills & tools
- Proficient in Salesforce, Highspot, and Close Plan.
Practical notes
The compensation for this position will be determined based on the candidate's experience, skills, qualifications, and location. The offered salary may vary accordingly. In addition to the base salary, this role is eligible for equity, an annual bonus, and comprehensive benefits. Abnormal AI is committed to being an equal opportunity employer and values diversity in the workplace. All qualified candidates will be considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. By submitting your application, you consent to the processing of your personal data in line with our Applicant Privacy Policy. We generally respond to applications within two weeks.
About the company
Advanced email protection to prevent credential phishing, business email compromise, account takeover, and more.