Enterprise Account Executive - VIC

About the Role

Abnormal AI is looking for a Melbourne-based Enterprise Account Executive to join our Sales team in Australia. The Enterprise sales team is responsible for bringing new business into Abnormal’s portfolio of customers. This is a full-cycle sales role, working the deal cycle from prospect to close for accounts located in your territory. The ideal candidate will have a hunter mentality, experience in & a passion for cybersecurity, team selling experience, and be ready to hit the ground running.

What you will do 

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota


• Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.


• Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) 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.

What you will bring 

• Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into 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 on 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


• 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 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.


• Cultural fit: VOICE




• Velocity to outpace attackers and outpace our competition


• Ownership to empower new leaders to step up and take action


• Intellectual Honesty to uncover the best ideas and the right actions


• Customer Obsession to focus us on what is most valuable


• Excellence to achieve our ambition of being the best

About You

• Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.


• 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

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