Enterprise Account Executive QLD

Brisbane - Australia

Monthly Salary: Not Disclosed

Posted on: 21 hours ago

Vacancies: 1 Vacancy

Job Summary

About the Role

Abnormal AI is looking for a Brisbane-based Enterprise Account Executive to join our Sales team in Australia. The Enterprise sales team is responsible for bringing new business into Abnormals portfolio of customers. This is a full-cycle sales role working the deal cycle from prospect to close for accounts located in your territory. The ideal candidate will have a hunter mentality experience in & a passion for cybersecurity team selling experience and be ready to hit the ground running.

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 theyre 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.

What you will bring

Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting SDR Marketing Channel and Customer referrals.
Good qualifier: Ability to uncover / discover customer problems pains
Good presenter: ability to present and demonstrate value based on customer pain points.
Disciplined in sales methodology / time management : Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities.
Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
Ability to extract document and organize lessons knowledge and information about customers
Ability to guide internal stakeholders through their own internal buying processes
Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
Good understanding of how to leverage other departments including Sales Engineering Marketing BDRs Product and Customer Success.
Cultural fit: VOICE

Velocity to outpace attackers and outpace our competition
Ownership to empower new leaders to step up and take action
Intellectual Honesty to uncover the best ideas and the right actions
Customer Obsession to focus us on what is most valuable
Excellence to achieve our ambition of being the best

About You

Enterprise Account Hunter: Demonstrated 3 years of direct (vs. overlay) enterprise experience prospecting closing new logos and growing major accounts against incumbents.
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

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Required Experience:

About the RoleAbnormal AI is looking for a Brisbane-based Enterprise Account Executive to join our Sales team in Australia. The Enterprise sales team is responsible for bringing new business into Abnormals portfolio of customers. This is a full-cycle sales role working the deal cycle from prospect t...