Enterprise Account Executive (Southern California)

About the role

Abnormal Security is looking for an Enterprise Account Executive to join our team. This team sells our security solutions to  (>3k mailbox organizations) within a defined territory. The ideal candidate will bring a hunter mentality, a passion for cybersecurity, and proven team-selling experience. 

Location: Work from home in the defined territory

About You

• Sell Abnormal Security solutions to enterprise customers in your defined territory.
• Consistently exceed new annual recurring revenue quota and drive growth through effective sales strategies and execution.
• Actively prospect for new opportunities and nurture existing leads to build a robust pipeline.
• Manage the entire sales cycle, from prospecting and generating new business to closing deals and expanding customer relationships.
• Collaborate with Customer Success to ensure timely renewals and identify up-sell opportunities to drive continued growth.
• Serve as the voice of your customers, working closely with Sales Engineering, Product, and Marketing teams to influence internal priorities and support your pipeline.
• Drive engagement across key decision-makers in the organization to ensure strong positioning of Abnormal's value.

Must Haves

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• 4+ years of direct sales experience prospecting and closing complex sales with
• enterprise accounts in-region
• 2+ years of experience working for top companies selling cybersecurity solutions to CISOs and security personnel
• Proven track record of exceeding sales quotas, driving revenue growth, and acquiring new logos.
• Experience selling in a defined region, within cybersecurity with CISO references
• Demonstrated ability to stay in previous companies for 3 years or more (with one exception allowed)

Key Qualifications

• Top Performer: Stack ranking in the top 5% of sales org
• Hunter Mentality: A disciplined approach to pipeline development and demonstrated success prospecting into enterprise accounts. Comfortable and have demonstrated the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals.
• Strong Qualifier: Ability to effectively uncover customer pain points and identify solutions that align with their needs.
• Skilled Presenter: Experience presenting value-based solutions that address customer challenges and demonstrate ROI to multiple stakeholders.
• Disciplined Process: Ability to execute a structured, repeatable sales process and balance multiple opportunities without sacrificing quality.
• Business Case Development: Ability to build and present business cases that resonate with decision-makers and stakeholders.
• Cross-Functional Collaboration: Ability to work closely with internal teams (Sales Engineering, Marketing, Product, Customer Success) to move deals forward.
• Resilience & Grit: You thrive in a fast-paced, early-stage environment and succeed even with limited resources compared to larger organizations.
• Cultural Fit: Embody our core values (VOICE) – Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence.

Nice to Have

• Experience with MEDDIC, MEDDPICC, or Command of the Sale sales methodologies.