Full-Time

Enterprise Account Executive

Sled

Confirmed live in the last 24 hours

Abnormal Security

Abnormal Security

501-1,000 employees

AI-driven email security against cyber threats

Cybersecurity
AI & Machine Learning

Senior

Remote in USA

Category
Field Sales
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Lead Generation
Requirements
  • SLED Account Hunter: Demonstrated 5+ years of direct (vs. overlay) SLED experience prospecting, closing new logos and growing major accounts against incumbents.
  • Skill in negotiating with State/Local Government and K-12 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.)
  • Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into State/Local & K-12 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
  • 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.
Responsibilities
  • Build pipeline by balancing five sources of lead generation: AE Sourced, Marketing, BDR, Channel, Customer.
  • Conduct discovery calls/meetings to uncover prospect pain points and needs.
  • Work alongside sales engineering, product and founders to demonstrate and communicate Abnormal’s value proposition to prospects.
  • Work deals until there is a mutual action agreement going into a proof-of-value (POV) with prospects.
  • Work with Sales Engineering to ensure that communication of POV effectively demonstrates value against what the prospect is looking for.
  • Work with prospects to negotiate with legal and procurement on deal terms and pricing.
  • Working alongside Customer Success to uncover opportunity with customers for up-selling and/or cross-selling of additional products in the future.
  • Document progress on deals (i.e. stages, notes) 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 our product roadmap.
  • Accurately forecast expected revenue between +10% / -5%.

Abnormal Security protects organizations from advanced cyber threats, particularly those targeting email communications. The company uses artificial intelligence and machine learning to identify and block risks like phishing, malware, and business email compromise, which often evade traditional security systems. Its services are tailored for large enterprises that need strong security measures to safeguard sensitive information. Abnormal Security differentiates itself by offering a subscription-based model that integrates easily with existing email systems, allowing for quick setup without disrupting business operations. The goal is to provide effective protection against evolving cyber threats while continuously enhancing their technology through ongoing research and development.

Company Stage

Series D

Total Funding

$519.4M

Headquarters

San Francisco, California

Founded

2018

Growth & Insights
Headcount

6 month growth

28%

1 year growth

62%

2 year growth

56%
Simplify Jobs

Simplify's Take

What believers are saying

  • Abnormal Security raised $250M in Series D funding, valuing it at $5.1 billion.
  • The company is expanding beyond email to offer cross-platform AI-powered security solutions.
  • Abnormal Security was named a Leader in the 2024 Gartner Magic Quadrant for Email Security.

What critics are saying

  • Increased competition from emerging AI-powered cybersecurity startups like Patlytics.
  • Potential overvaluation concerns with a $5.1 billion valuation may lead to market corrections.
  • The challenge of maintaining rapid growth as the company expands beyond email security.

What makes Abnormal Security unique

  • Abnormal Security uses AI and ML to detect sophisticated email threats.
  • The company models human behavior to prevent account takeovers and financial damage.
  • Abnormal Security integrates seamlessly with existing email systems via API for quick deployment.

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Benefits

Competitive pay and equity

One of the most proven machine learning teams in Silicon Valley

Best-in-class customer traction and growth

Team-wide commitment to excellence, velocity, and customer-focus

Strong growth opportunities and high ownership expectations

Full medical, dental, and vision health insurance benefits

Daily catered lunches and snacks

Generous PTO