Enterprise Account Executive, TOLA

<h2>About the Role</h2> <p>Abnormal AI is looking for an Enterprise Account Executive to join the TOLA team. This team sells our security solutions to Enterprise level accounts within a defined territory.</p> <p>The ideal candidate for the role will be local to the TOLA region and have the following skillset: </p> <ul> <li>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.</li> <li>Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions.</li> <li>Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges.</li> <li>Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality.</li> <li>Data-disciplined, maintaining accurate and consistent account and opportunity data at all times.</li> <li>Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.</li> <li>Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning.</li> <li>Internal guide, adept at navigating and supporting internal buying processes.</li> <li>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.</li> </ul> <h2>What you will do </h2> <ul> <li>Sell Abnormal AI solutions to your defined territory with the goal to overachieve new annual recurring revenue quota</li> <li>Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.</li> <li>Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets.</li> <li>Work with Customer success to ensure a timely renewal and expansion sale opportunities</li> <li>Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)</li> <li>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.</li> </ul> <h2>Must Haves </h2> <ul> <li>Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations (3k+ employee count), including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments.</li> <li>Skill in negotiating with large organizations and closing complex sales</li> <li>Proven performer with consistent over quota performance and/or top 5% of sales org</li> <li>Technically competent: Conversant in key areas: security, email, cloud, AI, etc.</li> <li>Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel with average sales $100k+</li> <li>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.)</li> <li>BS/BA degree or equivalent work experience</li> </ul> <p> </p> <p>#LI-LB2</p><div class=