Enterprise Account Executive - Japan

About The RoleAbnormal AI is looking for an Enterprise Account Executive to play a pivotal role on our foundational sales team as we launch and scale in Japan. This team sells our security solutions to Enterprise level accounts within a defined territory. The ideal candidate for the role will 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 painsGood presenter: ability to present and demonstrate value based on 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 qualityDiscipline 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 stakeholdersAbility to extract, document and organise lessons, knowledge and information about customersAbility to guide internal stakeholders through their own internal buying processesGrit; ability to find success in an early-stage environment without all the resources/teams available to much larger organisationsGood understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.What you will doSell Abnormal AI solutions to your defined territory with the goal to overachieve new annual recurring revenue quotaWork enterprise accounts (>3k mailbox organisations) 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 organisations) to supply enough pipeline for them to hit sales targets.Work with customer success to ensure a timely renewal and expansion sale opportunitiesContinually 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 prioritisation to close more revenue.Must HavesEnterprise 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 organisations and closing complex salesProven performer with consistent over quota performance and/or top 5% of sales orgTechnically competent: Conversant in key areas: security, email, cloud, AI, etc.Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnelStart-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 experienceProficiency in English, both written and verbalAs part of Abnormal AI's secure hiring practices, we conduct video interviews and validate applicant identity at various stages through our recruitment process. 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 committed to protecting your privacy. Please review our Abnormal AI Applicant Privacy Policy for full information about how Abnormal AI uses your personal information. By submitting an application you confirm that you have read and understand the Abnormal AI Applicant Privacy Policy.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.