Enterprise Account Executive, DFW

Abnormal AI is looking for an Enterprise Account Executive to join the DFW / OK / AK 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 DFW, Oklahoma or Arkansas 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 AI 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 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.)

• BS/BA degree or equivalent work experience

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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,