企业客户总监，TOLA
Enterprise Account Executive, TOLA
职位描述
Abnormal AI 正在寻找一名企业客户经理加入 TOLA 团队。该团队负责向特定区域内的企业级客户销售我们的安全解决方案。
理想的候选人应熟悉 TOLA 地区，并具备以下技能：
- 有成功经验的客户挖掘者，能够以系统化的方式进行早期销售线索开发和企业客户拓展。擅长利用五大需求生成支柱：客户经理拓展、销售发展代表（SDR）、市场推广、渠道和客户推荐。
- 优秀的客户评估者，善于发现客户的痛点并将其与具有价值的解决方案联系起来。
- 有效的演示者，能够根据不同的业务挑战定制演示内容和沟通信息，以引起相关利益方的共鸣。
- 有流程意识，拥有可重复使用的销售方法论和良好的时间管理能力——能够在不牺牲质量的前提下同时处理多个交易。
- 数据驱动型，始终保持账户和机会数据的准确性和一致性。
- 能够构建商业案例，有经验量化不同利益相关者群体的多维度投资回报率（ROI）。
- 知识分享者，能够提取、整理和记录客户洞察和交易经验，以促进团队整体学习。
- 内部指导者，擅长理解和协助内部采购流程。
- 坚韧且富有创造力，能在早期阶段环境中茁壮成长，并深刻理解如何有效利用跨职能团队，包括销售工程师（SE）、产品愿景（POV）团队、市场部、销售发展代表（BDR）和客户成功（CS）团队。
你将负责：
- 在指定区域内销售 Abnormal AI 解决方案，目标是超额完成年度经常性收入配额
- 从初步交谈开始，跟进企业客户（>3000 个邮箱组织），直至签订合同，并在客户成为用户后进行追加销售
- 为企业客户（>3000 个邮箱组织）进行拓展和新业务机会的开发，为他们达成销售目标提供足够的销售线索
- 与客户成功团队合作，确保及时续约和扩展销售机会
- 持续记录结果并在所有销售系统（Salesforce、Highspot、Close Plan）中保持数据准确
- 作为客户/潜在客户的代言人，与销售工程/产品愿景团队、产品和市场部等内部团队沟通，确保适当的优先级以促成更多收入。
必备条件：
- 有 3 年以上直接（非叠加）企业客户拓展经验
查看英文原文
About the Role
Abnormal AI is looking for an Enterprise Account Executive to join the TOLA 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 TOLA region 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 AI 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-LB2
Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
Base salary range:
$144,500—$170,000 USD
A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
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.