Enterprise Account Executive - VIC

📋 Description

• • Sell Abnormal Security’s enterprise cybersecurity solutions to defined territory in Australia, with the goal of overachieving annual recurring revenue quotas.
• • Manage full-cycle sales processes for enterprise accounts (>3k mailbox organizations), from initial prospecting through contract signing and post-sale expansion opportunities.
• • Proactively generate new business opportunities by prospecting enterprise accounts using a disciplined approach that leverages five pillars of demand generation: AE prospecting, SDRs, marketing, channel partnerships, and customer referrals.
• • Collaborate with Customer Success teams to ensure timely renewals and identify expansion opportunities with existing customers.
• • Maintain accurate and consistent data across all sales systems including Salesforce, Highspot, and Close Plan.
• • Serve as the customer’s voice internally, advocating for customer needs and priorities with Sales Engineering, Product, and Marketing teams to improve deal closure rates.
• • Develop and present compelling business cases to multiple stakeholders within enterprise organizations, demonstrating high ROI across technical, financial, and operational dimensions.
• • Extract, document, and organize customer insights, lessons learned, and competitive intelligence to inform sales strategy and internal product feedback.
• • Guide enterprise customers through their internal buying processes, aligning internal stakeholders and navigating complex procurement workflows.
• • Operate effectively in an early-stage company environment with limited resources, demonstrating grit and self-sufficiency to build territory from the ground up.
• • Leverage cross-functional teams including Sales Engineering, Marketing, BDRs, and Customer Success to drive pipeline and close deals.
• • Uphold Abnormal’s cultural values: Velocity to outpace attackers and competitors, Ownership to empower leadership and action, Intellectual Honesty to pursue the best ideas, Customer Obsession to prioritize customer value, and Excellence to achieve industry-leading performance.
• • Demonstrate consistent over-quota performance and be recognized as a top performer within the sales organization.
• • Negotiate and close complex enterprise sales with large organizations, often against established incumbents.
• • Maintain technical fluency in key domains including cybersecurity, email security, cloud infrastructure, and AI-driven threat detection.
• • Possess proven experience selling subscription-based SaaS software to CISOs and security decision-makers.
• • Build and scale a territory in a startup environment with limited support, including developing channel partnerships, securing initial customer wins, and establishing market presence against large competitors.