Enterprise Account Executive (Philadelphia)

📋 Description

• • Sell Abnormal Security’s enterprise-grade cybersecurity solutions to accounts with over 3,000 mailboxes within the defined Philadelphia territory.
• • Prospect and generate new business opportunities by leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel partnerships, and customer referrals.
• • Manage the full sales cycle from initial outreach through contract signing and post-sale expansion, ensuring consistent pipeline growth and quota overachievement.
• • Qualify enterprise prospects by uncovering customer pain points and aligning them with value-driven security solutions tailored to their business challenges.
• • Deliver customized demos and messaging to resonate with diverse stakeholders, including CISOs, security teams, and executive decision-makers.
• • Build compelling business cases that quantify ROI across multiple dimensions to support purchasing decisions within large organizations.
• • Maintain accurate and consistent data in Salesforce, Highspot, and Close Plan, ensuring all account and opportunity details are up to date.
• • Collaborate with Customer Success teams to identify and drive timely renewals and expansion opportunities with existing customers.
• • Act as an internal advocate for customer needs by providing feedback to Sales Engineering, Product, and Marketing teams to influence product prioritization and messaging.
• • Navigate complex internal buying processes within enterprise clients and coordinate cross-functionally with Sales Engineering, BDRs, and product teams to close deals.
• • Document and share customer insights, deal lessons, and sales methodologies to enable broader team learning and improve overall sales effectiveness.
• • Operate with a disciplined, repeatable sales process and strong time management skills to manage multiple concurrent deals without compromising quality or accuracy.
• • Thrive in a fast-paced, early-stage startup environment with limited resources, demonstrating resilience and resourcefulness to build a territory from the ground up.
• • Demonstrate technical competence in cybersecurity, email security, cloud infrastructure, and AI-driven security technologies.
• • Consistently perform at or above quota, with a track record of being a top performer (top 5%) in previous sales roles.
• • Serve as a hunter with direct, non-overlay enterprise sales experience, including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy markets.
• • Negotiate and close complex, high-value SaaS sales with large organizations, including multi-stakeholder decision-making processes.
• • Maintain a strong understanding of the cybersecurity software market and experience selling subscription-based security solutions to enterprise clients.