About the role

Aplyr's Quick Take

This role is about selling security solutions to large enterprise accounts in Germany. You'll be responsible for prospecting, managing the sales process from initial contact to contract signing, and ensuring customer satisfaction for renewals and upsells. It's primarily an individual contributor role focused on achieving sales targets.

Good fit

Ideal candidates have a strong sales background, particularly in enterprise environments, and are comfortable with prospecting and managing complex sales cycles. A disciplined, self-motivated approach and experience in tech sales are essential.

Worth noting

The role requires a high level of independence and grit, as you'll need to navigate an early-stage environment with fewer resources. The emphasis on maintaining data integrity and using various sales methodologies is also notable.

About the Role

Abnormal AI is looking for an Enterprise Account Executive to join the DACH 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 German area and have the following skillset:

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 organize 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 organizations
Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.

What you will do

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.

Must Haves

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 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-RJ1

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 & Tags

go ai data product marketing sales

Aplyr's read

Abnormal Security is at the forefront of cybersecurity, attracting talent passionate about AI-driven email security solutions to combat sophisticated threats.
Synthesized from recent postings & public sources

What's promising

•Abnormal Security leverages advanced AI to tackle complex email threats, offering cutting-edge solutions.
•The company has a strong focus on innovation, constantly updating its technology to stay ahead of cyber threats.
•Abnormal Security is expanding rapidly, offering numerous opportunities for career advancement and growth.

What to watch

•The cybersecurity industry is highly competitive, posing challenges for Abnormal Security to differentiate itself.
•Rapid growth may strain resources and impact work-life balance for employees.
•Limited public information about company culture and employee satisfaction may concern potential applicants.

Why Abnormal Security

•Abnormal Security specializes in AI-driven email security, setting it apart from traditional cybersecurity firms.
•The company focuses specifically on advanced email threats, a niche but critical area in cybersecurity.
•Abnormal Security's technology adapts to evolving threats, providing dynamic protection for clients.

Aplyr’s read is generated by AI from public sources. Was it useful?

About Abnormal Security

Abnormal Security

abnormalsecurity.com

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Abnormal Security is a cybersecurity company that specializes in email security solutions, leveraging artificial intelligence to protect organizations from advanced email threats.