Enterprise Majors Account Executive

Join Abnormal Security as an Enterprise Majors Account Executive. In this role, you will own and grow a defined enterprise territory, run the full deal cycle on enterprise accounts, and prospect new business opportunities. You will sell a platform that is actively expanding and partner with Customer Success to protect renewals and spot expansion opportunities. You will also keep your data sharp across Salesforce, Highspot, and Close Plan, and be the customer's advocate inside Abnormal.

• Gérer et développer un territoire d'entreprise défini, avec un mandat de dépasser le quota de revenus récurrents annuels.
• Diriger l'ensemble du cycle de vente sur les comptes d'entreprise, de la première conversation à la signature du contrat.
• Prospecter et construire de nouvelles opportunités commerciales pour maintenir votre pipeline en avance sur l'objectif.

• Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges
• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups
• 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
• Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions
• Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning
• 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
• Internal guide, adept at navigating and supporting internal buying processes
• Process-oriented with a consistent, repeatable sales methodology and strong time management skills, capable of managing multiple deals without sacrificing quality
• Data-disciplined, maintaining accurate and consistent account and opportunity data at all times
• 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
• 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
• Technical fluency across security, email, cloud, and AI, enough to hold your own in a conversation with a CISO
• 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
• A track record to back it up: consistent over-quota performance, ideally top 10% of your sales org
• Negotiation skill that holds up against large organizations and complex, multi-stakeholder sales cycles
• Cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security teams at average deal sizes of $100k+