Enterprise Account Executive
WFA Digital Insight
Abnormalsecurity is betting on a seasoned hunter to expand its foothold in the enterprise cybersecurity market, and the remote position in Sweden reflects that ambition. The role demands full‑cycle ownership—from cold outreach to contract signing and post‑sale expansion—so candidates must be comfortable navigating complex buying groups and articulating ROI on security‑focused SaaS. What sets this opening apart is the explicit emphasis on Salesforce discipline and cross‑functional collaboration with sales engineering, product, and customer success. Prospects will be large organisations (3k+ mailboxes), meaning each win carries significant ARR weight. Candidates who can blend data‑driven pipeline management with a genuine passion for security will stand out.
Job Description
About the Role
Abnormal Security is looking for an Enterprise Account Executive to join the Nordics 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 Sweden 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
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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.
How to Stand Out
- Highlight any Salesforce certifications or concrete examples of pipeline management in your résumé.
- Prepare a brief case study that shows how you closed a complex security deal, focusing on ROI storytelling.
- Demonstrate familiarity with enterprise email security challenges during the interview; research common pain points for large organisations.
- Bring metrics on previous quota attainment, but avoid fabricating numbers—use what you can verify.
- Ask about the hand‑off process to Customer Success; showing interest in post‑sale continuity signals a long‑term mindset.
- When negotiating, reference the equity component and remote‑work stipend as part of the total compensation package.
- Watch for vague promises about “unlimited” resources; clarify the level of support you’ll receive from sales engineering and marketing.
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