Enterprise Account Executive, New England

Overview

Enterprise Account Executive for the New England territory, selling behavioral AI security solutions into enterprise-level accounts within a defined territory.

What you'll do

• Own and grow a defined enterprise territory, with a mandate to overachieve new annual recurring revenue quota.
• Run the full deal cycle on enterprise accounts (>3k mailbox organizations): first conversation, technical evaluation, contract signature, and the upsell conversations that follow once they're a customer.
• Prospect and build new business opportunities to keep your pipeline ahead of target, drawing on the full go-to-market engine, including marketing, channel, and referrals.
• Sell a platform that is actively expanding across email, identity, AI security, and insider threat.
• Partner with Customer Success to protect renewals and spot expansion opportunities.
• Keep account and opportunity data accurate across Salesforce, Highspot, and Close Plan.
• Be the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing to get the right things prioritized.

What you'll need

• 3+ years of direct (not overlay) experience hunting in enterprise-sized organizations (3k+ employees), with a track record of prospecting, winning new logos, and expanding accounts in competitive, incumbent-heavy environments.
• Negotiation skill that holds up against large organizations and complex, multi-stakeholder sales cycles.
• A track record of consistent over-quota performance, ideally top 10% of your sales org.
• Technical fluency across security, email, cloud, and AI, enough to hold your own in a conversation with a CISO.
• Cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security teams at average deal sizes of $100k+.
• A builder's mindset: experience thriving in early-stage, underdog, or incumbent-competitive environments, and building territory with limited resources.
• Comfort selling within a company that is still writing its next chapter.

Nice to have

• Proven hunter with a disciplined approach to early pipeline development.
• Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals.
• Strong qualifier who uncovers customer pain points and connects them to value-driven solutions.
• Effective presenter able to tailor demos and messaging to stakeholders based on specific business challenges.
• Process-oriented with a consistent, repeatable sales methodology and strong time management.
• Data-disciplined, maintaining accurate account and opportunity data.
• Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.
• Knowledge sharer who documents customer insights and deal lessons for the broader team.
• 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 leveraging cross-functional teams including SEs, marketing, BDRs, product, and CS.

Details

• Location: Remote, USA. The ideal candidate is local to the New England area.
• Base salary range: $144,500 to $170,000 USD. Actual compensation depends on skills, experience, qualifications, and geographic location, and the role may be eligible for bonus or incentive compensation, equity, and benefits.
• Pre-employment checks are required after any conditional offer.