Enterprise Account Executive, Abnormal Security
SLED South Florida / Puerto Rico
$112.7-132.5k
Cloud email security platform
Be an early applicant
Cloud email security platform
1001+ employees
Be an early applicant
$112.7-132.5k
1001+ employees
Company mission
To make the cloud a safer place for businesses.
Role
Who you are
- 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 base in Southern Florida and Puerto Rico
- Skill in negotiating with large organizations and closing complex sales
- Proven performer with consistent over quota performance and/or top 5% of sales org
- Conversant in key areas such as security, email, cloud, AI, etc
- Experience selling subscription software/SaaS to CISOs and security personnel
- 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 preferred
- Bilingual English / Spanish strongly preferred
- Disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into the region's largest enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals
- Ability to uncover / discover customer problems pains
- Ability to present and demonstrate value based on customer pain points
- Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
- 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 close and maximize the ARR of Enterprise accounts. 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, SDRs, Product and Customer Success
What the job involves
- As an Enterprise SLED Account Executive you are the spearhead of Abnormal Security relationships in SLED accounts across the South Florida / Puerto Rico areas of the United States
- You are responsible for all transactions within these accounts and help quarterback the sales ecosystem to support the customer’s success
- You'll sell Abnormal security solutions to SLED organizations with the goal to overachieve new annual recurring revenue quota
- Work SLED Enterprise Accounts from initial conversations through signing a contract and up-selling once they’re a customer
- Prospect and generate new business opportunities within SLED Enterprise 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
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 personalised email attacks by analysing 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 specialised approach has fuelled rapid growth, leading to a $5B valuation after a Series D Funding round. Now, Abnormal plans to double down on product development and expand internationally, prioritising 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
Spring Valley, NV
Leadership
Evan Reiser
(Co-Founder & 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
(Co-Founder & CTO)Previously Senior Software Engineer at Twitter and Google. Was also Software Architect at TellApart.
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