Enterprise Account Executive (Southern California) Full Time

Summary:

• Abnormal Security is seeking an Enterprise Account Executive to join its team.
• This role involves selling Abnormal Security’s solutions to enterprise customers (organizations with more than 3,000 mailboxes) within a defined territory.
• The ideal candidate will have a hunter mentality, a passion for cybersecurity, and proven team-selling experience.

Responsibilities:

• Sell Abnormal Security solutions to enterprise customers in the defined territory.
• Consistently exceed new annual recurring revenue quota and drive growth through effective sales strategies and execution.
• Actively prospect for new opportunities and nurture existing leads to build a robust pipeline.
• Manage the entire sales cycle, from prospecting and generating new business to closing deals and expanding customer relationships.
• Collaborate with Customer Success to ensure timely renewals and identify up-sell opportunities to drive continued growth.
• Serve as the voice of customers, working closely with Sales Engineering, Product, and Marketing teams to influence internal priorities and support the pipeline.
• Drive engagement across key decision-makers in organizations to ensure strong positioning of Abnormal’s value.

Requirements:

• 4+ years of direct sales experience prospecting and closing complex sales with enterprise accounts in-region.
• 2+ years of experience working for top companies selling cybersecurity solutions to CISOs and security personnel.
• Proven track record of exceeding sales quotas, driving revenue growth, and acquiring new logos.
• Experience selling in a defined region within cybersecurity with CISO references.
• Demonstrated ability to stay in previous companies for 3 years or more (with one exception allowed).
• Ability to prospect into enterprise accounts with a disciplined approach to pipeline development.
• Strong qualifying skills, able to uncover customer pain points and identify solutions that align with their needs.
• Skilled in presenting value-based solutions that address customer challenges and demonstrate ROI.
• Ability to execute a structured, repeatable sales process and balance multiple opportunities without sacrificing quality.
• Experience developing business cases that resonate with decision-makers and stakeholders.
• Ability to collaborate with internal teams (Sales Engineering, Marketing, Product, Customer Success) to move deals forward.
• Resilience and grit to succeed in a fast-paced, early-stage environment.
• Cultural fit with the company’s core values (VOICE – Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence).

Benefits:

• Bonus, restricted stock units (RSUs), and other benefits may apply for certain roles.
• Compensation packages are tailored based on skills, experience, qualifications, and job-related factors.
• Learn more about the Compensation and Equity Philosophy on the company’s Benefits & Perks page.