Enterprise Majors Account Executive

Abnormal AI
United States
Workplace: RemoteFull timeUSD 144,500 - 170,000Function: SalesExperience: 3+ yearsSkills: ["Time management","Negotiation","Qualifying","Presentation","Resilience"]

Own and grow an enterprise territory, prospecting and running full-cycle deals from first conversation and technical evaluation through contract signature and upsell. Drive new logo and expansion revenue across enterprise accounts (>3k mailbox organizations), leveraging the company’s go-to-market engine (marketing, channel, referrals) and coordinating with Customer Success and Sales Engineering. Maintain accurate pipeline in Salesforce and related tools while selling an expanding AI security platform to CISOs.

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FursaFursa
Abnormal AI
Abnormal AI
23 hours ago

Enterprise Majors Account Executive

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Source: Company careers pageValidated by: Fursa AI
Last checked: 3 hours agoStatus: Live

Job Summary

Own and grow an enterprise territory, prospecting and running full-cycle deals from first conversation and technical evaluation through contract signature and upsell. Drive new logo and expansion revenue across enterprise accounts (>3k mailbox organizations), leveraging the company’s go-to-market engine (marketing, channel, referrals) and coordinating with Customer Success and Sales Engineering. Maintain accurate pipeline in Salesforce and related tools while selling an expanding AI security platform to CISOs.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own and grow a defined enterprise territory to overachieve new annual recurring revenue quota.
  • •Run the full enterprise deal cycle (>3k mailbox organizations), from first conversation and technical evaluation through contract signature and upsell.
  • •Prospect and build new opportunities to keep pipeline ahead of target using AE prospecting, SDRs, marketing, channel, and referrals.
  • •Partner with Customer Success on renewals and expansion opportunities.
  • •Maintain accurate data and pipeline in Salesforce, Highspot, and Close Plan.

Pay and Benefits

Salary: USD 144,500 - 170,000

Key Requirements

  • •3+ years of enterprise (non-overlay) hunting experience (3k+ employees) with a track record prospecting, winning new logos, and expanding accounts in incumbent-heavy environments.
  • •Strong negotiation ability across complex, multi-stakeholder sales cycles.
  • •Consistent over-quota performance (ideally top 10% of your sales org).
  • •Technical fluency across security, email, cloud, and AI to engage in conversations with CISOs.
  • •Cybersecurity or security-adjacent SaaS sales experience selling subscription software to CISOs/security teams (average deal sizes of $100k+).
Experience:3+ yearsCybersecuritySaaS
Skills:Time managementNegotiationQualifyingPresentationResilience
Tech Stack:SalesforceHighspotClose Plan

Company Brief

Abnormal AI
Provides AI-powered email security and human behavior analysis to detect phishing, business email compromise, and account takeover attacks. The platform helps organizations protect employees and communications across cloud email and collaboration tools.
Industry: Cybersecurity
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Headquarters: San Francisco, United States
Founded: 2018
WebsiteLinkedIn