Enterprise Account Executive QLD
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Job Location:
Monthly Salary:
Posted on:
30+ days 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
#LI-LR1
Required Experience:
IC
Key Skills
About Company
Advanced email protection to prevent credential phishing, business email compromise, account takeover, and more.
