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Enterprise Account Executive

Remote position, Ireland only

Overview

Are you an experienced Enterprise Account Executive looking for an exciting opportunity? Look no further! Abnormal Security is seeking a dynamic individual to join our UK&I sales team, focusing on the Ireland and Scotland territory. As an ideal candidate, you should have a proven track record of selling Enterprise SaaS solutions in the Irish and/or Scottish markets. You should also possess strong hunting skills, be a good qualifier and presenter, and have a disciplined approach to sales methodology and time management. In addition, you should be able to develop and present compelling business cases, extract valuable customer insights, and guide internal stakeholders through their buying processes. Grit and the ability to thrive in an early-stage environment are also essential. If you're ready to make an impact and work with a collaborative team, apply now!

Job Description

About the Role

Abnormal Security is looking for an experienced Enterprise Account Executive to join our UK&I sales team, focussed on the Ireland and Scotland territory. The ideal candidate for the role will have the following skillset:

  • Experience of Selling Enterprise SaaS solutions into the Irish and/or Scottish markets.
  • 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 off 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 organise 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 organisations
  • 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 (>3k mailbox organisations) 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 organisations) to supply enough pipeline for them to hit sales targets.
  • Work with select channel partners to accelerate growth in your region
  • 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 prioritisation to close more revenue.

Must Haves

  • 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 organisations 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
  • BS/BA degree or equivalent work experience

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