Enterprise Account Executive (New England)

Join Abnormal AI, a leading behavioral AI security solutions company, as an Enterprise Account Executive. In this role, you will be responsible for selling our innovative platform to enterprise-level accounts in New England. You will own and grow a defined territory, run the full deal cycle, prospect for new business opportunities, and partner with Customer Success to protect renewals and spot expansion opportunities. You will also be the customer's advocate inside Abnormal, working with various internal teams to prioritize revenue-generating initiatives.

• Own and grow a defined enterprise territory, with a mandate to overachieve new annual recurring revenue quota.
• Run the full deal cycle on enterprise accounts, from the first conversation to contract signature and upsell conversations.
• Prospect and build new business opportunities to keep your pipeline ahead of target, leveraging all available resources.

• Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions
• Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals
• Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning
• Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges
• Process-oriented with a consistent, repeatable sales methodology and strong time management skills, capable of managing multiple deals without sacrificing quality
• Internal guide, adept at navigating and supporting internal buying processes
• Data-disciplined, maintaining accurate and consistent account and opportunity data at all times
• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups
• Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS
• A track record to back it up: consistent over-quota performance, ideally top 10% of your sales org
• Cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security teams at average deal sizes of $100k+
• A builder's mindset: you've thrived somewhere early-stage, an underdog, or up against bigger incumbents, and you know how to build territory with limited resources
• 3+ years of direct (not overlay) experience hunting in enterprise-sized organizations (3k+ employees), with a track record of prospecting, winning new logos, and expanding accounts in competitive, incumbent-heavy environments
• Technical fluency across security, email, cloud, and AI, enough to hold your own in a conversation with a CISO
• Negotiation skill that holds up against large organizations and complex, multi-stakeholder sales cycles
• Comfort selling within a company that's still writing its next chapter. We're growing 40%+ year over year, protecting more than 4,500 customers including over 25% of the Fortune 500, and expanding fast from email into identity, AI security, and insider threat. That means more to sell, more to learn, and more room to make your mark than a mature market leader can offer