<h2><strong>About the Role</strong></h2><p>Abnormal AI is looking for an Enterprise Account Executive.This team sells our security solutions to Enterprise level accounts within a defined territory. The ideal candidate for the role will be located in Kentucky, Indiana or southern Ohio, and have the following skillset: </p><ul><li><span style="font-weight: 400;">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.</span></li><li><span style="font-weight: 400;">Good qualifier: Ability to uncover / discover customer problems pains</span></li><li><span style="font-weight: 400;">Good presenter: ability to present and demonstrate value based off customer pain points.</span></li><li><span style="font-weight: 400;">Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality</span></li><li><span style="font-weight: 400;">Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities. </span></li><li><span style="font-weight: 400;">Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders</span></li><li><span style="font-weight: 400;">Ability to extract, document and organize lessons, knowledge and information about customers</span></li><li><span style="font-weight: 400;">Ability to guide internal stakeholders through their own internal buying processes</span></li><li><span style="font-weight: 400;">Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations </span></li><li><span style="font-weight: 400;">Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.</span></li></ul><h2><strong>What you will do</strong></h2><ul><li><span style="font-weight: 400;">Sell Abnormal's security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota</span></li><li><span style="font-weight: 400;">Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.</span></li><li><span style="font-weight: 400;">Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets.</span></li><li><span style="font-weight: 400;">Work with Customer success to ensure a timely renewal and expansion sale opportunities</span></li><li><span style="font-weight: 400;">Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)</span></li><li><span style="font-weight: 400;">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.</span></li></ul><h2><strong>Must Haves</strong></h2><ul><li><span style="font-weight: 400;">Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.</span></li><li><span style="font-weight: 400;">Skill in negotiating with large organizations and closing complex sales</span></li><li><span style="font-weight: 400;">Proven performer with consistent over quota performance and/or top 5% of sales org</span></li><li><span style="font-weight: 400;">Technically competent: Conversant in key areas: security, email, cloud, AI, etc.</span></li><li><span style="font-weight: 400;">Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel</span></li><li><span style="font-weight: 400;">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.)</span></li><li><span style="font-weight: 400;">BS/BA degree or equivalent work experience</span></li></ul><p>#LI-AK1</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><hr><p><br>At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. </p></div><div class="title">Base salary range:</div><div class="pay-range"><span>$112,600</span><span class="divider">—</span><span>$132,500 USD</span></div></div><div class="pay-input"><div class="description"><hr><p><br>At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons.</p></div><div class="title">Base pay range:</div><div class="pay-range"><span>$112,600</span><span class="divider">—</span><span>$132,500 USD</span></div></div><div class="pay-input"><div class="title">San Francisco/New York Base pay range:</div><div class="pay-range"><span>$12,000</span><span class="divider">—</span><span>$160,000 USD</span></div></div></div><div class="content-conclusion"><p><br>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 <a href="https://abnormal.ai/aap-eeoc-statement" target="_blank"><span style="text-decoration: underline;"><em>click here</em></span></a>. If you would like more information on your EEO rights under the law, please <em><span style="text-decoration: underline;"><a href="https://abnormal.ai/eeoc-poster" target="_blank">click here</a></span></em>.</p></div>