<h2>About You</h2><ul><li>Enterprise Account Hunter: Demonstrated 7+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.</li><li>Skill in negotiating with large organizations and closing complex sales.</li><li>Proven performer with consistent over quota performance and/or top 5% of sales org</li><li>Technically competent: Conversant in key areas: security, email, cloud, AI, etc.</li><li>Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel</li><li>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.)</li><li>BS/BA degree or equivalent work experience</li></ul><h2>In this job, you will bring these skills</h2><ul><li>Ability to hunt: disciplined approach to early pipeline development.</li><li>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.</li><li>Good qualifier: Ability to uncover / discover customer problems pains</li><li>Good presenter: ability to present and demonstrate value based on customer pain points.</li><li>Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality</li><li>Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders</li><li>Ability to extract, document and organize lessons, knowledge and information about customersAbility to guide internal stakeholders through their own internal buying processes</li><li>Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations</li><li>Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.</li></ul><h2>Role Responsibilities</h2><ul><li>Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota</li><li>Work enterprise accounts (2k+ mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.</li><li>Prospect and generate new business opportunities with enterprise accounts (2k+ mailbox organizations) to supply enough pipeline for them to hit sales targets.</li><li>Work with Customer success to ensure a timely renewal and expansion sale opportunities</li><li>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.</li></ul><p> </p><p>#LI-OB1</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><hr><p><br>At Abnormal Security 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. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our <span style="text-decoration: underline;"><span style="font-size: 18px;"><a href="https://careers.abnormalsecurity.com/benefits-perks" target="_blank"><span style="font-size: 16px;">Benefits & Perks</span></a></span></span> page.</p></div><div class="title">Base salary range:</div><div class="pay-range"><span>$136,000</span><span class="divider">—</span><span>$160,000 USD</span></div></div></div>