Why This Job is Featured on The SaaS Jobs
Enterprise Account Executive roles remain a core lever for SaaS companies selling high-consideration products, and this listing stands out for its clear focus on enterprise security buyers and large mailbox environments. The remit spans new logo acquisition and post-signature expansion, reflecting how modern SaaS revenue teams are expected to influence both initial adoption and longer-term account growth. The emphasis on territory ownership and disciplined pipeline creation signals a structured approach to enterprise selling rather than reliance on inbound demand.
From a SaaS career perspective, the role offers repeated exposure to the mechanics that define enterprise subscription revenue: multi-stakeholder discovery, ROI framing, and navigating incumbent-heavy categories. It also highlights the operational side of SaaS sales, including data quality in systems like Salesforce and consistent methodology, which are increasingly transferable across revenue organizations. The expectation to surface customer insights to Product and Marketing aligns with how SaaS companies shorten feedback loops between the field and the roadmap.
This position is best suited to sales professionals who prefer proactive prospecting, rigorous qualification, and managing several complex opportunities in parallel. It will fit someone comfortable partnering closely with Sales Engineering, Customer Success, and marketing functions to move deals forward and support renewals and expansion.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About the Role
Abnormal AI is looking for an Enterprise Account Executive to join the {Insert Region} 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 {Insert Location} 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.
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 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
#LI-HB1
At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons.
Base salary range:
$136,000—$160,000 USD
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.
