Enterprise Account Executive - Chicago

Overview

Enterprise Account Executive on the NorthCentral team, selling Abnormal AI security solutions to enterprise-level accounts within a defined territory.

What you'll do

• Sell Abnormal AI 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 to hit sales 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.

What you'll need

• Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations (3k+ employee count), 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 such as security, email, cloud, AI, etc.
• Cyber-security software sales: experience selling subscription software/SaaS to CISOs and security personnel with average sales of $100k+.
• Start-up experience: success at a company that was early stage, underdog or a new entrant with large competitors or similar (limited resources, building territory including channel, tech partners, initial customer wins, etc.).
• BS/BA degree or equivalent work experience.
• 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.

Details

• Ideal candidate is local to the Chicago area.
• Base salary range: $144,500 to $170,000 USD. Actual compensation depends on skills, experience, qualifications, and geographic location; may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
• Pre-employment checks must be successfully completed before a final offer.