Enterprise Account Executive, SLED - NYC Metro - Remote

Overview

In this role, you will sell Abnormal Security solutions to your defined Enterprise level territory with the goal to overachieve new annual recurring revenue quota. You’ll work State/Local Government & K-12 Education (SLED) accounts (>3.5k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. You will 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.

In Short

• Build pipeline by balancing five sources of lead generation.
• Conduct discovery calls/meetings to uncover prospect pain points and needs.
• Work alongside sales engineering, product and founders to demonstrate and communicate Abnormal’s value proposition.
• Negotiate with legal and procurement on deal terms and pricing.
• Document progress on deals within SFDC for accurate forecasting.
• Communicate asks from prospects/customers to Product and Engineering teams.
• Accurately forecast expected revenue.
• Work with Customer Success to uncover opportunities for up-selling.
• Develop and present business cases showing high ROI.
• Maintain a disciplined approach to early pipeline development.

Requirements

• 5+ years of direct SLED experience prospecting and closing new logos.
• Skill in negotiating with State/Local Government and K-12 organizations.
• Proven performer with consistent over quota performance.
• Technically competent in security, email, cloud, AI.
• Experience selling subscription software/SaaS to security personnel.
• Ability to hunt and prospect into State/Local & K-12 accounts.
• Good qualifier and presenter.
• Disciplined in sales methodology and time management.
• Ability to extract and organize customer information.
• Grit to succeed in an early-stage environment.

Benefits

• Opportunity to work with a dynamic team.
• Engagement with cutting-edge technology.
• Potential for career growth in a fast-paced environment.
• Flexible working conditions.
• Access to training and development resources.