Enterprise Account Executive, Ohio Valley (Cleveland - Columbus)

📋 Description

• • As an Enterprise Account Executive at Abnormal Security Corporation, you will be at the forefront of protecting organizations from sophisticated cyber threats. You will be responsible for driving new business acquisition within a defined territory in the Ohio Valley, specifically focusing on the Cleveland to Columbus corridor. This role is critical to our mission of delivering cutting-edge AI-powered security solutions to enterprise-level clients.
• • Your primary objective will be to exceed new Annual Recurring Revenue (ARR) quotas by identifying, nurturing, and closing deals with large organizations, defined as those with over 3,000 mailbox organizations. This involves a comprehensive sales cycle, from initial engagement and discovery through contract signing and subsequent expansion opportunities.
• • You will act as a true 'hunter,' demonstrating a disciplined and proactive approach to early pipeline development. This includes leveraging multiple demand generation channels, such as direct prospecting, collaborating with Sales Development Representatives (SDRs), working with marketing initiatives, engaging with channel partners, and cultivating customer referrals.
• • A key aspect of this role is your ability to act as a strong qualifier. You will excel at uncovering the unique pain points and challenges faced by enterprise clients, and then artfully connecting these issues to the compelling, value-driven solutions that Abnormal Security offers.
• • You will be an effective and persuasive presenter, capable of tailoring product demonstrations and messaging to resonate deeply with a diverse range of stakeholders. Your presentations will clearly articulate how our solutions address specific business challenges and deliver tangible benefits.
• • A process-oriented mindset is essential. You will employ a consistent, repeatable sales methodology and possess exceptional time management skills, enabling you to effectively manage multiple complex deals simultaneously without compromising on quality or attention to detail.
• • Maintaining accurate and up-to-date account and opportunity data within our sales systems (including Salesforce, Highspot, and Close Plan) is paramount. This data discipline ensures visibility, facilitates forecasting, and supports strategic decision-making.
• • You will be adept at building robust business cases, quantifying the Return on Investment (ROI) across various dimensions for different stakeholder groups. This involves understanding the financial and strategic impact of our security solutions.
• • Acting as a knowledge sharer, you will be responsible for extracting, organizing, and documenting customer insights and lessons learned from deals. This information will be vital for enabling broader team learning and refining our sales strategies.
• • You will serve as an internal guide, adept at navigating and supporting the complex internal buying processes of large enterprise organizations, ensuring smooth progression of deals.
• • Resilience and resourcefulness are key attributes for success in this role, particularly in an early-stage, high-growth environment. You will possess the grit to overcome obstacles and effectively leverage cross-functional teams, including Sales Engineers (SEs), marketing, BDRs, product management, and Customer Success (CS), to achieve your sales objectives.
• • You will actively collaborate with the Customer Success team to ensure timely renewals and identify expansion opportunities within your existing customer base, fostering long-term partnerships.
• • You will be a crucial voice for the customer and prospect within Abnormal Security. By providing feedback to internal teams such as Sales Engineering, Product, and Marketing, you will help ensure appropriate prioritization to drive revenue growth and enhance our offerings.
• • This role offers the opportunity to work with a leading-edge AI-driven cybersecurity platform that is disrupting the market and providing significant value to enterprise clients facing evolving threats.