[Remote] Enterprise Majors Account Executive

Note: The job is a remote job and is open to candidates in USA. Abnormal AI is hiring an Enterprise Majors Account Executive to sell behavioral AI security solutions to enterprise accounts in a defined territory. The role owns the full sales cycle, develops new business, grows existing accounts, and partners with Customer Success and internal teams to drive renewals and expansion.

Responsibilities

• Own and grow a defined enterprise territory, with a mandate to overachieve new annual recurring revenue quota, not just hit it
• Run the full deal cycle on enterprise accounts (>3k mailbox organizations): first conversation, technical evaluation, contract signature, and the upsell conversations that follow once they're a customer
• Prospect and build new business opportunities to keep your pipeline ahead of target, drawing on our full go-to-market engine, marketing, channel, and referrals included
• Sell a platform that's actively expanding underneath you: what started as email security now covers identity, AI security, and insider threat, giving you more surface area to bring value to every account
• Partner with Customer Success to protect renewals and spot expansion opportunities before they're obvious
• Keep your data sharp across Salesforce, Highspot, and Close Plan, because accurate pipeline is how the whole team plans and wins
• Be the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing to get the right things prioritized so more revenue closes, faster

Skills

• 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
• 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
• 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
• Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning
• Internal guide, adept at navigating and supporting internal buying processes
• 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
• 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
• Negotiation skill that holds up against large organizations and complex, multi-stakeholder sales cycles
• A track record to back it up: consistent over-quota performance, ideally top 10% of your sales org
• Technical fluency across security, email, cloud, and AI, enough to hold your own in a conversation with a CISO
• 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
• Comfort selling within a company that's still writing its next chapter

Benefits

• May be eligible for bonus or incentive compensation
• May be eligible for equity

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