Enterprise Account Executive, Ohio Valley (Cleveland - Columbus)

About the Role

Abnormal AI is looking for an Enterprise Account Executive to join the {Insert Region} team. This team sells our security solutions to enterprise-level accounts within a defined territory.

The ideal candidate for the role will be local to the Ohio Valley, between Cleveland and Columbus 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 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.

Must Haves 

• Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations, including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments.


• 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-OB1