Enterprise Account Executive
SLED Mid-Atlantic
Posted on 2/9/2024
Abnormal Security

501-1,000 employees

Cloud-Native Email Security
Company Overview
Abnormal Security's mission is to protect the internet. They will protect knowledge workers across the cloud, wherever they work.
AI & Machine Learning
Cybersecurity

Company Stage

Series C

Total Funding

$284M

Founded

2018

Headquarters

San Francisco, California

Growth & Insights
Headcount

6 month growth

10%

1 year growth

5%

2 year growth

90%
Locations
Remote in USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Sales
Cold Calling
Marketing
CategoriesNew
Sales & Account Management
Growth & Marketing
Requirements
  • 5+ years of direct SLED experience prospecting, closing new logos and growing major accounts against incumbents
  • Experience selling subscription software/SaaS to CISOs and security personnel
  • Conversant in key areas: security, email, cloud, AI, etc.
  • Success at a company that was early stage, underdog or was a new entrant with large competitors
  • Disciplined approach to early pipeline development
  • Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success
Responsibilities
  • Prospect into SLED accounts within their territory using cold-calling, targeted emails and introductions through existing relationships
  • Follow-up in a timely fashion on marketing-driven leads including going to events and following up with prospects, responding to inbound leads, and working BDR-sourced leads/accounts
  • Conduct discovery calls/meetings to uncover prospect pain points and needs
  • Demonstrate and communicate Abnormal’s value proposition to prospects
  • Negotiate with legal and procurement on deal terms and pricing
  • Uncover opportunity with customers for up-selling and/or cross-selling of additional products in the future
  • Document progress on deals within SFDC to keep pipeline up-to-date for accurate forecasting
  • Communicate asks from prospects/customers to Product and Engineering teams for more customer-centric prioritization of the product roadmap
  • Accurately forecast expected revenue between +10% / -5%
Desired Qualifications
  • BS/BA degree or equivalent work experience