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Major Accounts Executive

Abnormal Security

Abnormal Security

Remote · Sweden
Posted on Friday, February 2, 2024

About the Role

Nothing Exceptional Was Ever Normal. We’re the world’s fastest-growing cybersecurity company dedicated to making the cloud a safer place for business and our Major Accounts team are critical to continued success. As a Major Account Executive you are the spearhead of Abnormal Security relationships in approximately 20 accounts.

Role Responsibilities

  • Sell Abnormal security solutions to ~ 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota
  • Work Major Enterprise Accounts from initial conversations through signing a contract and up-selling once they’re a customer.
  • Prospect and generate new business opportunities within Major Accounts to supply enough pipeline for them to hit sales targets.
  • 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.

In this job, you will bring these skills

  • Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into the region's largest 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 stakeholdersAbility to extract, document and organise lessons, knowledge and information about customersAbility to close and maximise the ARR of major accounts.
  • 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.

About You

  • Enterprise Account Hunter: Demonstrated 5+ years of direct (vs. overlay) enterprise sales experience prospecting and closing Fortune / Global 500 enterprise accounts
  • Proven track record of success closing new Major Account Logos, while also cross selling/ upselling and growing the existing customer account
  • 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
  • Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
  • BS/BA degree or equivalent work experience