As a Major Account Executive in NYC, you will serve as the primary driver of Abnormal AI’s relationships across approximately 20 accounts. You are responsible for all transactions within that account and help quarterback the sales ecosystem to support the customer’s success.
The ideal candidate for the role will be local to the NYC area and have the following skillset:
- Proven hunter with a disciplined approach to early pipeline development and prospecting into enterprise accounts. Skilled at leveraging all five demand gen pillars: AE prospecting, SDRs, marketing, channel, and customer referrals.
- Strong qualifier with a knack for uncovering customer pain points and connecting them to compelling, value-driven solutions.
- Effective presenter able to tailor demos and messaging to resonate with stakeholders based on specific business challenges.
- Process-oriented with a consistent, repeatable sales methodology and strong time management skills — capable of managing multiple deals without sacrificing quality.
- Data-disciplined, maintaining accurate and consistent account and opportunity data at all times.
- Business case builder, experienced in quantifying ROI across multiple dimensions for diverse stakeholder groups.
- Knowledge sharer, able to extract, organize, and document customer insights and deal lessons to enable broader team learning.
- Internal guide, adept at navigating and supporting internal buying processes.
- Resilient and resourceful, with the grit to thrive in early-stage environments and a strong understanding of how to leverage cross-functional teams including SEs, marketing, BDRs, product, and CS.
- Sell Abnormal security solutions to approximately 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota
- Work 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 prioritization to close more revenue.
- Enterprise Account Hunter with 5+ years of direct (not overlay) experience driving new logo acquisition within Fortune and Global 500 organizations, focused on cold prospecting, multi-threading, and closing complex, high-value deals
- 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 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
#LI-LB2
Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
AI and our hiring process
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and identify areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
Skills Required
- 5+ years direct experience driving new logo acquisition within Fortune and Global 500 organizations
- Proven track record closing major account logos and growing existing accounts via cross-sell and upsell
- Skilled at cold prospecting, multi-threading, and negotiating with large organizations to close complex deals
- Consistent over-quota performance and/or top 5% of sales organization
- Experience selling cyber-security subscription software/SaaS to CISOs and security teams
- Technical competency in security, email, cloud, and AI concepts
- Start-up experience at an early-stage or underdog company building territory and partnerships
- Disciplined approach to pipeline development and ability to leverage AE prospecting, SDRs, marketing, channel, and referrals
- BS/BA degree or equivalent work experience
- Local to the NYC area
Abnormal Security Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Abnormal Security and has not been reviewed or approved by Abnormal Security.
-
Fair & Transparent Compensation — Pay is considered aggressively benchmarked to leading tech markets with annual reviews, and feedback suggests engineering and sales roles are compensated competitively with strong upside potential.
-
Healthcare Strength — Health coverage is portrayed as robust, including employer-paid premiums for employees in prior postings, One Medical access, and globally designed healthcare and parental leave.
-
Leave & Time Off Breadth — Time off provisions include flexible/unlimited PTO, company holidays, and paid parental leave that the company positions as globally available.
Abnormal Security Insights
What We Do
The Abnormal Security platform protects enterprises from targeted email attacks. Abnormal Behavior Technology (ABX) models the identity of both employees and external senders, profiles relationships and analyzes email content to stop attacks that lead to account takeover, financial damage and organizational mistrust. Though one-click, API-based Office 365 and G Suite integration, Abnormal sets up in minutes and does not disrupt email flow. Abnormal Security was founded in 2018 by CEO Evan Reiser, CTO Sanjay Jeyakumar, Head of Machine Learning Jeshua Bratman, and Founding Engineers Abhijit Bagri and Dmitry Chechik. The team previously built behavioral profiling and machine learning technologies at Twitter, Google and Pinterest that are being applied to solve a problem that costs organizations $1 billion per year, according to the FBI. The Abnormal Security platform stops targeted phishing, business email compromise and account takeover attacks that have never been seen before.
