Abnormal Security

AI-driven email threat detection and prevention

Major Account Executive

Account ExecutiveConfirmed live in the last 24 hours

Full-timeRemote in USA

About the Job

Requirements

Have 5+ years of direct enterprise account-hunting experience driving new-logo acquisition within Fortune and Global 500 organizations, including cold prospecting, multi-threading, and closing complex, high-value deals.
Have a proven track record of closing new major-account logos and cross-selling or upselling to grow existing customer accounts.
Be skilled in negotiating with large organizations and closing complex sales.
Have consistently performed over quota and/or ranked in the top 5% of a sales organization.
Be technically conversant in security, email, cloud, and artificial intelligence.
Have experience selling cybersecurity subscription software or software as a service to chief information security officers and security personnel.
Have succeeded at an early-stage, underdog, or new-entrant company competing with large competitors, including building a territory with limited resources, channel and technology partners, and initial customer wins.
Have a Bachelor of Science or Bachelor of Arts degree, or equivalent work experience.

Responsibilities

Sell security solutions to approximately 20 Fortune 500 or Global 500 major accounts in a defined territory and exceed the new annual recurring revenue quota.
Manage the sales process from initial conversations through contract signing and upsell after the customer is acquired.
Prospect and generate new business opportunities within major accounts to build sufficient pipeline to meet sales targets.
Work with Customer Success to support timely renewals and expansion sales opportunities.
Document results and maintain accurate data across Salesforce, Highspot, and Close Plan.
Represent customer and prospect needs to internal teams, including Sales Engineering, the proof-of-value team, Product, and Marketing, to support prioritization and close more revenue.

Desired Qualifications

Be local to the New York City area.
Use disciplined early-pipeline development and prospecting across enterprise accounts, leveraging account executive prospecting, sales development representatives, marketing, channel partners, and customer referrals.
Qualify prospects by uncovering customer pain points and connecting them to value-driven solutions.
Tailor presentations, demonstrations, and messaging to stakeholders’ business challenges.
Use a consistent, repeatable sales methodology and strong time management to manage multiple deals without sacrificing quality.
Maintain accurate and consistent account and opportunity data.
Build business cases by quantifying return on investment across multiple dimensions and stakeholder groups.
Document customer insights and lessons from deals to support broader team learning.
Navigate and support internal buying processes.
Work effectively in early-stage environments and leverage cross-functional teams, including Sales Engineering, marketing, business development representatives, Product, and Customer Success.

About the Role

As a Major Account Executive in NYC, you will serve as the primary driver of Abnormal AI’s relationships across approximately 20 accounts. You are responsible for all transactions within that account and help quarterback the sales ecosystem to support the customer’s success.

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

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.

What you will do

Sell Abnormal security solutions to approximately 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota
Work 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.

Must Haves

Enterprise Account Hunterwith 5+ years of direct (not overlay) experience driving new logo acquisition within Fortune and Global 500 organizations, focused on cold prospecting, multi-threading, and closing complex, high-value deals
Proven track record of success closing new Major Account Logos, while also cross selling/ upselling and growing the existing customer account
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

#LI-LB2

Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Base salary range:

$157,250—$185,000 USD

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.

Base salary range: 157250 - 185000 USD

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

Recently Posted Jobs

Explore more opportunities at Abnormal Security

See more jobs