Enterprise Account Executive, Abnormal Security

Salary not provided

Plus equity

Salesforce
Mid and Senior level
Remote in UK
Abnormal Security

Cloud email security platform

Be an early applicant

Abnormal Security

Cloud email security platform

501-1000 employees

B2BArtificial IntelligenceSaaSCyber SecurityCloud ComputingFraud

Be an early applicant

Salary not provided

Plus equity

Salesforce
Mid and Senior level
Remote in UK

501-1000 employees

B2BArtificial IntelligenceSaaSCyber SecurityCloud ComputingFraud

Company mission

To make the cloud a safer place for businesses.

Role

Who you are

  • Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals
  • Good qualifier: Ability to uncover / discover customer problems pains
  • Good presenter: ability to present and demonstrate value based off 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 & opportunities
  • Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
  • Ability to extract, document and organise 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 organisations
  • Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success
  • 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 organisations 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
  • BS/BA degree or equivalent work experience

What the job involves

  • Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
  • Work enterprise accounts (>3k mailbox organisations) 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 organisations) to supply enough pipeline for them to hit sales targets
  • Work with select channel partners to accelerate growth in your region
  • 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 prioritisation to close more revenue

Our take

Fraud involving impersonation is one of the top causes of online financial crime. Criminal tactics like email account spoofing, where the criminal impersonates an official account to steal personal information or money, are rife. Abnormal Security is a startup aimed at handling these hyper-targeted and personalized email attacks by analyzing communications and identifying potential fraud before it can take place.

The fraud detection space is extremely competitive but Abnormal Security differentiates itself through its focus on the threat of impersonation rather than a spectrum of threats. This has allowed it to amass a wealth of data relating specifically to high-risk impersonation attacks, analyzing over 45,000 signals to detect any anomalies.

Its specialized approach has fueled rapid growth, leading to a $4B valuation after a Serice C Funding round. Now, Abnormal plans to double down on product development and expand internationally, prioritizing markets where data security laws necessitate a local presence. By staying focused on impersonation, Abnormal Security positions itself as a formidable force in the fight against online financial crime.

Freddie headshot

Freddie

Company Specialist

Insights

Top investors

Few candidates hear
back within 2 weeks

11% employee growth in 12 months

Company

Funding (last 2 of 4 rounds)

Aug 2024

$250m

SERIES D

May 2022

$210m

SERIES C

Total funding: $534m

Company benefits

  • Healthcare
  • Flexible PTO
  • 401k
  • One Medical
  • Flexible Spending Account
  • Mental Health Resources
  • Home Office Stipend
  • Monthly Internet & Phone Stipend
  • Health and Wellness Stipend

Company HQ

Yerba Buena, San Francisco, CA

Leadership

Having started their career as a Software Engineer, co-founded GamerNook.com, Bloomspot, and Adstack before spending 3 years at Twitter. Co-founded Abnormal Security in April 2018, and has been CEO since.

Previously Senior Software Engineer at Twitter and Google. Was also Software Architect at TellApart.

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