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

Enterprise Software
Cybersecurity
AI & Machine Learning

Senior

Remote in USA

Category
Field Sales
Sales & Account Management
Required Skills
Sales
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 threats like phishing and malware that can evade traditional security systems. Its service is designed for large enterprises, offering a subscription-based model that integrates easily with existing email platforms through an API, ensuring quick setup and minimal disruption. Unlike many competitors, Abnormal Security focuses specifically on email security and leverages a team with deep expertise in AI and cybersecurity from leading tech companies. The goal is to provide effective protection against increasingly sophisticated cyberattacks, helping clients safeguard their sensitive information and maintain their reputations.

Company Stage

Series D

Total Funding

$519.4M

Headquarters

San Francisco, California

Founded

2018

Growth & Insights
Headcount

6 month growth

27%

1 year growth

61%

2 year growth

55%
Simplify Jobs

Simplify's Take

What believers are saying

  • The recent $210 million Series C funding round and a $5 billion valuation highlight strong investor confidence and significant growth potential.
  • Being named to the CNBC Disruptor 50 list underscores Abnormal Security's innovative approach and rapid market impact.
  • Expansion beyond email security to protect against cross-platform threats positions the company for broader market penetration and increased customer value.

What critics are saying

  • The rapidly evolving nature of cyber threats requires continuous innovation, posing a challenge to maintain a competitive edge.
  • High reliance on AI and ML could lead to vulnerabilities if adversaries develop countermeasures.

What makes Abnormal Security unique

  • Abnormal Security leverages AI and ML to detect sophisticated email-based threats, offering a more advanced solution compared to traditional cybersecurity measures.
  • The company's seamless API integration allows for quick deployment with minimal disruption, a significant advantage over competitors with more cumbersome implementations.
  • Abnormal Security's leadership team, with experience from tech giants like Google and Amazon, brings unparalleled expertise in AI and enterprise security.

Help us improve and share your feedback! Did you find this helpful?

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