Why This Job is Featured on The SaaS Jobs
Enterprise selling remains a defining motion for many SaaS companies in security, where recurring revenue is won through technical credibility and multi stakeholder alignment. This role sits in that reality, focusing on large organizations and a defined territory, and tying commercial execution to a product area where risk, trust, and measurable outcomes shape buying decisions. The emphasis on disciplined pipeline creation across multiple demand sources reflects how modern SaaS revenue teams blend outbound craft with coordinated go to market systems.
For a SaaS sales career, the long term value here is exposure to the full enterprise cycle: prospecting into incumbent heavy accounts, building business cases, and translating product capability into ROI narratives that stand up to scrutiny. The operational expectations around data hygiene and repeatable methodology reinforce skills that transfer across subscription businesses, particularly those running on forecast accuracy, structured deal management, and cross functional collaboration with sales engineering, marketing, product, and customer success.
This position fits a seller who prefers owning outcomes end to end and working with ambiguity that comes with building territory momentum. It will suit someone who enjoys research driven outreach, careful qualification, and tailoring messaging for different stakeholders, while also contributing learnings back into shared playbooks. A background in technical or security adjacent conversations will align well with the customer context described.
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 North Central 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 Minnesota 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
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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.
