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
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Enterprise Account Executive at Abnormal, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Abnormal. Tailor your message to explain why you’re drawn to them and how you can contribute as a Enterprise Account Executive. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Enterprise Account Executive
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Abnormal:When writing your cover letter, make sure to tailor your message specifically for Abnormal. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Abnormal
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Abnormal that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Abnormal that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Abnormal’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
