Enterprise Account Executive, TOLA

Abnormal AI is seeking an Enterprise Account Executive to join the TOLA team, responsible for selling security solutions to enterprise-level accounts within a defined territory.

The ideal candidate will be local to the TOLA region and possess the following skills:

• Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts
• 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
• 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

Responsibilities include:

• Selling Abnormal AI solutions to the defined territory with the goal of overachieving new annual recurring revenue quota
• Working with enterprise accounts from initial conversations through signing a contract and up-selling once they're a customer
• Prospecting and generating new business opportunities with enterprise accounts
• Collaborating with Customer Success to ensure timely renewal and expansion sale opportunities
• Maintaining accurate data across all sales systems
• Serving as a voice for the customer/prospect with internal teams

Requirements:

• Enterprise Account Hunter with 3+ years of direct experience selling into enterprise-sized organizations
• Skill in negotiating with large organizations and closing complex sales
• Proven performer with consistent over quota performance
• Technically competent in areas such as security, email, cloud, AI, etc.
• Experience selling subscription software/SaaS to CISOs and security personnel
• Start-up experience with success at an early-stage company
• BS/BA degree or equivalent work experience