Enterprise Account Executive (Philadelphia)

Summary

Abnormal AI is seeking an Enterprise Account Executive to join its East team. The role focuses on selling security solutions to enterprise-level accounts in a defined territory, driving new business, expanding customer relationships, and managing the full sales cycle from prospecting through renewal and upsell.

Responsibilities

• 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 they’re 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

Skills

• The ideal candidate for the role will be local to the **Philadelphia or Southern New Jersey** area and have the following skillset:
• * Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts
• * Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals
• * Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions
• * Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges
• * Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality
• * Data-disciplined, maintaining accurate and consistent account and opportunity data at all times
• * Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups
• * Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning
• * Internal guide, adept at navigating and supporting internal buying processes
• * Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS
• * Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations, including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments
• * 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

Qualifications

Must Haves

• The ideal candidate for the role will be local to the **Philadelphia or Southern New Jersey** area and have the following skillset:
• * Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts
• * Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals
• * Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions
• * Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges
• * Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality
• * Data-disciplined, maintaining accurate and consistent account and opportunity data at all times
• * Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups
• * Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning
• * Internal guide, adept at navigating and supporting internal buying processes
• * Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS
• * Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations, including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments
• * 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

Benefits

• Bonus or incentive compensation
• Equity
• A comprehensive benefits package