Menlo Ventures
About the Role
Abnormal Security is looking for an Enterprise Account Executive to join the Germany team. This team sells our security solutions to Enterprise level accounts within a defined territory. The ideal candidate should be local to the German area and possess the following skillset: Ability to hunt: disciplined approach to early pipeline development. Comfortable and capable of prospecting 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 and discover customer problems and pains. Good presenter: ability to present and demonstrate value based on customer pain points. Disciplined in sales methodology and 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 and 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 larger organizations. Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success. 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 (more than 3,000 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 (more than 3,000 mailbox organizations) to supply enough pipeline for targets. Work with Customer Success to ensure 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. Must Haves
Enterprise Account Hunter: Demonstrated 3+ years of direct (not overlapping) 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 organization. Technically competent: Conversant in key areas such as security, email, cloud, AI, etc. Cyber-security software sales: Experience selling subscription software/SaaS to CISOs and security personnel. Startup experience: success at a company that was in an early stage or a new entrant with large competitors, including building territory with channel, tech partners, and initial customer wins. BS/BA degree or equivalent work experience. EEO statement: Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
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Abnormal Security is looking for an Enterprise Account Executive to join the Germany team. This team sells our security solutions to Enterprise level accounts within a defined territory. The ideal candidate should be local to the German area and possess the following skillset: Ability to hunt: disciplined approach to early pipeline development. Comfortable and capable of prospecting 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 and discover customer problems and pains. Good presenter: ability to present and demonstrate value based on customer pain points. Disciplined in sales methodology and 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 and 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 larger organizations. Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success. 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 (more than 3,000 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 (more than 3,000 mailbox organizations) to supply enough pipeline for targets. Work with Customer Success to ensure 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. Must Haves
Enterprise Account Hunter: Demonstrated 3+ years of direct (not overlapping) 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 organization. Technically competent: Conversant in key areas such as security, email, cloud, AI, etc. Cyber-security software sales: Experience selling subscription software/SaaS to CISOs and security personnel. Startup experience: success at a company that was in an early stage or a new entrant with large competitors, including building territory with channel, tech partners, and initial customer wins. BS/BA degree or equivalent work experience. EEO statement: Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
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