Enterprise Account Executive, Abnormal Security
SLED, West
$83.9-98.7k
More information about location
Cloud email security platform
Job no longer available
Cloud email security platform
501-1000 employees
Job no longer available
$83.9-98.7k
More information about location
501-1000 employees
Company mission
To make the cloud a safer place for businesses.
Role
Who you are
- The ideal candidate for this role will be local to the West area and bring experience selling into public sector environments, particularly SLED organizations
- Proven hunter focused on selling to state and local government agencies, with a disciplined approach to early pipeline development and prospecting
- Skilled at leveraging all five demand generation pillars: AE prospecting, SDRs, marketing, channel partnerships, and customer referrals
- Strong qualifier with the ability to uncover public sector pain points and map them to compelling, value-driven solutions
- Effective presenter who tailors demos and messaging to resonate with government stakeholders and address their specific challenges
- Process-oriented with a consistent sales methodology and strong time management skills to manage multiple deals efficiently
- Data-disciplined, maintaining accurate and up-to-date account and opportunity data across systems
- Experienced in building business cases that quantify ROI and value for diverse public sector audiences, including IT, procurement, and leadership
- Knowledge sharer who captures and organizes customer insights and lessons learned to support team learning
- Skilled at guiding public sector customers through complex internal buying processes, including procurement and RFP cycles
- Resilient and resourceful, with a strong track record of success in early-stage environments
- Effective at leveraging internal teams such as Sales Engineering, Marketing, BDRs, Product, and Customer Success to drive results in the SLED space
- SLED Account Hunter: Demonstrated 8+ years of direct (vs. overlay) enterprise sales experience prospecting and closing SLED accounts
- Proven track record of success closing new Account Logos, while also cross selling/ upselling and growing the existing customer account
- 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
What the job involves
- Abnormal AI is looking for an Account Executive to join the SLED team. This team sells our security solutions to accounts within a defined territory, with a specific focus on State, Local, and Education (SLED) agencies
- Sell Abnormal security solutions to SLED agencies with the goal to overachieve new annual recurring revenue quota
- Work accounts from initial conversations through signing a contract and up-selling once they’re a customer
- Prospect and generate new business opportunities within accounts 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
Application process
- As part of Abnormal AI's secure hiring practices, we conduct video interviews and validate applicant identity at various stages through our recruitment process. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer
Our take
Fraud involving impersonation is one of the top causes of online financial crime. Criminal tactics like email account spoofing, where the criminal impersonates an official account to steal personal information or money, are rife. Abnormal Security is a startup aimed at handling these hyper-targeted and personalized email attacks by analyzing communications and identifying potential fraud before it can take place.
The fraud detection space is extremely competitive but Abnormal Security differentiates itself through its focus on the threat of impersonation rather than a spectrum of threats. This has allowed it to amass a wealth of data relating specifically to high-risk impersonation attacks, analyzing over 45,000 signals to detect any anomalies.
Its specialized approach has fueled rapid growth, leading to a $4B valuation after a Serice C Funding round. Now, Abnormal plans to double down on product development and expand internationally, prioritizing markets where data security laws necessitate a local presence. By staying focused on impersonation, Abnormal Security positions itself as a formidable force in the fight against online financial crime.
Freddie
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Aug 2024
$250m
SERIES D
May 2022
$210m
SERIES C
Total funding: $534m
Company benefits
- Healthcare
- Flexible PTO
- 401k
- One Medical
- Flexible Spending Account
- Mental Health Resources
- Home Office Stipend
- Monthly Internet & Phone Stipend
- Health and Wellness Stipend
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Evan Reiser
(CEO)Having started their career as a Software Engineer, co-founded GamerNook.com, Bloomspot, and Adstack before spending 3 years at Twitter. Co-founded Abnormal Security in April 2018, and has been CEO since.
Sanjay Jeyakumar
(CTO)Previously Senior Software Engineer at Twitter and Google. Was also Software Architect at TellApart.
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