Major Accounts Executive
Ohio Valley
Updated on 11/15/2023
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

Company Stage

Series C

Total Funding





San Francisco, California

Growth & Insights

6 month growth


1 year growth


2 year growth

Remote in USA
Experience Level
Desired Skills
Sales & Account Management
Growth & Marketing
  • Demonstrated 5+ years of direct (vs. overlay) enterprise sales experience prospecting and closing Fortune / Global 500 enterprise accounts
  • Proven track record of success closing new Major Account Logos, while also cross selling/ upselling and growing the existing customer accounts
  • Skilled 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.
  • Experience selling subscription software/SaaS to CISOs and security personnel
  • 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
  • Sell Abnormal security solutions to approx. 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota
  • Work Major Enterprise Accounts from initial conversations through signing a contract and up-selling once they’re a customer
  • Prospect and generate new business opportunities within Major Accounts 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.
Desired Qualifications
  • Ability to hunt: disciplined approach to early pipeline development
  • Comfortable and have demonstrated ability to prospect into the region's largest 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.
  • Discipline 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 close and maximize the ARR of major accounts
  • 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.