Enterprise Account Executive, Wisconsin/Illinois

Abnormal AI is looking for an Enterprise Account Executive to join the NorthCentral 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 Wisconsin/Illinois 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 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.

- Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations (3k+ employee count), including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments.

- 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 with average sales $100k+

- 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.)