At a Glance
- Tasks: Drive sales of cutting-edge security solutions to enterprise accounts and exceed revenue targets.
- Company: Join Abnormal Security, a dynamic player in the cybersecurity space.
- Benefits: Competitive salary, growth opportunities, and a chance to make an impact in tech.
- Other info: Thriving start-up environment with opportunities to shape your career.
- Why this job: Be part of a fast-paced team and help protect businesses with innovative security solutions.
- Qualifications: 3+ years in enterprise sales, strong negotiation skills, and a passion for cybersecurity.
The predicted salary is between 60000 - 80000 € per year.
About the Role
Abnormal Security is looking for an Enterprise Account Executive to join the UK team. This team sells our security solutions to Enterprise level accounts within a defined territory. The ideal candidate for the role will be local to the UK area and have the following skillset:
- Ability to hunt: disciplined approach to early pipeline development.
- 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 that can be repeated in parallel without sacrificing quality.
- Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts and opportunities.
- 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 the resources/teams available to much larger organizations.
- Good understanding of how to leverage other departments: including Sales Engineering, Marketing, BDRs, Product and Customer Success.
What you will do
- 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’re a customer.
- Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) 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 prioritization to close more revenue.
Must Haves
- Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) 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 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.
Enterprise Account Executive employer: Abnormal
Abnormal Security is an exceptional employer for the Enterprise Account Executive role, offering a dynamic work culture that fosters innovation and collaboration. With a focus on employee growth, the company provides ample opportunities for professional development and success in a fast-paced environment, all while being part of a mission-driven team dedicated to enhancing cybersecurity solutions for enterprise clients in the UK. The supportive atmosphere encourages employees to thrive, making it a rewarding place to build a meaningful career.
StudySmarter Expert Advice🤫
We think this is how you could land Enterprise Account Executive
✨Tip Number 1
Get your networking game on! Connect with people in the industry, attend events, and don’t be shy about reaching out on LinkedIn. We all know that sometimes it’s not just what you know, but who you know that can help you land that dream job.
✨Tip Number 2
Practice your pitch! You’ll want to be able to present yourself and your skills confidently. We recommend rehearsing how you’d explain your experience and how it relates to the role of an Enterprise Account Executive. Make it engaging and relevant!
✨Tip Number 3
Research the company inside out. Understand their products, culture, and recent news. This will not only help you in interviews but also show that you’re genuinely interested in working with us at Abnormal Security.
✨Tip Number 4
Don’t forget to follow up! After interviews or networking events, drop a quick thank-you note. It keeps you fresh in their minds and shows your enthusiasm for the role. Plus, we love seeing candidates who take initiative!
We think you need these skills to ace Enterprise Account Executive
Some tips for your application 🫡
Show Off Your Hunting Skills:Make sure to highlight your experience in hunting for new business opportunities. We want to see how you've successfully prospected into enterprise accounts and developed a solid pipeline. Share specific examples that demonstrate your disciplined approach!
Present Like a Pro:Your ability to present and demonstrate value is key! When writing your application, include instances where you've effectively communicated solutions based on customer pain points. We love seeing candidates who can connect the dots between their offerings and client needs.
Data Integrity is Key:We value accuracy and consistency in data management. In your application, mention how you've maintained data integrity in previous roles. This shows us you're disciplined and organised, which is crucial for success in this position.
Grit and Determination:Let us know about your experiences in early-stage environments. We appreciate candidates who have thrived with limited resources. Share stories that showcase your grit and how you’ve navigated challenges to achieve success!
How to prepare for a job interview at Abnormal
✨Know Your Stuff
Make sure you understand Abnormal Security's products and the cybersecurity landscape. Familiarise yourself with common pain points that enterprise accounts face, and be ready to discuss how the solutions can address these issues.
✨Showcase Your Hunting Skills
Prepare examples of your past successes in prospecting and closing deals with enterprise accounts. Highlight your disciplined approach to pipeline development and how you've balanced different demand generation strategies in previous roles.
✨Present Like a Pro
Practice your presentation skills! Be ready to demonstrate value based on customer pain points. Use storytelling techniques to make your case compelling, and ensure you can articulate a strong business case showing high ROI for potential clients.
✨Data is Key
Emphasise your commitment to data integrity during the interview. Discuss how you maintain accurate records and use sales systems like Salesforce effectively. This shows you're organised and disciplined, which is crucial for success in this role.
