Abnormal Security

AI-driven email threat detection and prevention

Enterprise Account Executive

Account ExecutiveConfirmed live in the last 24 hours

Full-timeRemote in NetherlandsNo salary listed

About the Job

Requirements

Ability to prospect into enterprise accounts and develop early-stage pipeline using AE prospecting, sales development representatives, marketing, channel, and customer referrals.
Ability to qualify customer problems and pain points.
Ability to present and demonstrate value based on customer pain points.
Ability to execute a repeatable, disciplined sales methodology and manage time effectively.
Ability to maintain accurate and consistent account and opportunity data.
Ability to develop and present customer business cases demonstrating high return on investment across multiple dimensions and stakeholders.
Ability to extract, document, and organize customer knowledge and information.
Ability to guide internal stakeholders through their buying processes.
Ability to succeed in an early-stage environment with limited resources.
Ability to leverage Sales Engineering, Marketing, Business Development Representatives, Product, and Customer Success teams.
At least 3 years of direct enterprise experience prospecting, closing new logos, and growing major accounts against incumbents.
Skill in negotiating with large organizations and closing complex sales.
Consistent quota overperformance and/or ranking in the top 5% of a sales organization.
Technical competence and familiarity with security, email, cloud, and artificial intelligence.
Experience selling cybersecurity subscription software or software as a service to chief information security officers and security personnel.
Experience succeeding at an early-stage company, an underdog, or a new entrant competing with large competitors, including building territories, channels, technology partnerships, and initial customer wins.
Bachelor of Science or Bachelor of Arts degree, or equivalent work experience.

Responsibilities

Sell security solutions to a defined territory and exceed the new annual recurring revenue quota.
Manage enterprise accounts with more than 3,000 mailboxes from initial conversations through contract signing, then upsell to customers.
Prospect and generate new business opportunities with enterprise accounts with more than 3,000 mailboxes to build sufficient pipeline and meet sales targets.
Work with Customer Success to support timely renewals and expansion sales opportunities.
Document results and maintain accurate data across sales systems, including Salesforce, Highspot, and Close Plan.
Represent customer and prospect needs to internal Sales Engineering, proof-of-value, Product, and Marketing teams to help prioritize work and close revenue.

About the Role

Abnormal Security is looking for an Enterprise Account Executive to join the Netherlands team. This team sells our security solutions to Enterprise level accounts within a defined territory.

The ideal candidate for the role will be local to the Netherlands area and have the following skillset:

Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals.
Good qualifier: Ability to uncover / discover customer problems pains
Good presenter: ability to present and demonstrate value based off customer pain points.
Disciplined in sales methodology / time management : Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities.
Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
Ability to extract, document and organize lessons, knowledge and information about customers
Ability to guide internal stakeholders through their own internal buying processes
Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.

What you will do

Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.
Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets.
Work with Customer success to ensure a timely renewal and expansion sale opportunities
Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)
Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

Must Haves

Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.
Skill in negotiating with large organizations and closing complex sales
Proven performer with consistent over quota performance and/or top 5% of sales org
Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel
Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
BS/BA degree or equivalent work experience

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A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

About the Company

Abnormal Security

AI-driven email threat detection and prevention

Abnormal Security provides AI-driven email security for large enterprises to prevent phishing, malware, and business email compromise. Its platform analyzes emails using machine learning to detect suspicious patterns and behaviors in real time, stopping threats before they reach users. The product integrates with existing email systems via an API, allowing quick deployment with minimal disruption. The company differentiates itself by focusing on sophisticated, modern threats that bypass traditional defenses, backed by a leadership team with deep AI, ML, and enterprise security experience, and by offering a subscription model that supports continuous protection and updates. The goal is to help organizations securely communicate by continuously detecting and blocking email-based attacks and staying ahead of attackers through ongoing research and development and growth.

Company size: 1,001-5,000
Company stage: Series D
Total funding: $534M
Headquarters: Las Vegas, NV
Founded: 2018

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