Tech Stack

Description

You will sell Abnormal security solutions to enterprise accounts in your territory, managing the full sales cycle from prospecting to closing. You'll work with Customer Success to ensure renewals and expansions, and collaborate with internal teams to drive revenue. This role requires a hunter mentality and a passion for cybersecurity.

Requirements

• Ability to hunt: disciplined approach to early pipeline development; comfort and demonstrated ability to prospect into enterprise accounts.
• Good qualifier: ability to uncover/discover customer problems and pains.
• Good presenter: ability to present and demonstrate value based on customer pain points.
• Disciplined in sales methodology/time management: ability to systematically execute a disciplined sales process.
• Discipline in data integrity: ability to continually maintain data accuracy and consistency.
• Ability to develop and present a business case showing high ROI across different dimensions to multiple stakeholders.
• Ability to extract, document and organize lessons, knowledge and information about customers.
• Ability to guide internal stakeholders through their own internal buying processes.
• Grit: ability to find success in an early-stage environment without all resources/teams.
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.
• Enterprise Account Hunter: 3+ years of direct enterprise experience prospecting, closing new logos and growing major accounts against incumbents.
• 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: 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 new entrant with large competitors.
• BS/BA degree or equivalent work experience.

Responsibilities

• Sell Abnormal security 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 are a customer.
• Prospect and generate new business opportunities with enterprise accounts 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.