Enterprise Account Executive - Netherlands
WFA Digital Insight
Abnormalsecurity’s Enterprise Account Executive role sits at the heart of its EMEA expansion, targeting large‑scale organisations that handle thousands of mailboxes. What separates this opening from a generic SaaS sales job is the explicit focus on hunting new logos while simultaneously nurturing existing enterprise relationships. Candidates will need to juggle prospecting, deep discovery of security pain points, and the ability to craft ROI‑focused business cases for multiple stakeholders. The position also expects a disciplined approach to data hygiene in Salesforce and collaboration across sales engineering, product, and customer success. Success hinges on proven enterprise‑level hunting, comfort with complex security solutions, and the grit to thrive in a fast‑moving start‑up environment.
Job Description
About the Role
Abnormal Security is looking for an Enterprise Account Executive to join the EMEA 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 Netherlands area 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 specific enterprise hunting successes and quantify outcomes where possible in your resume.
- Demonstrate deep knowledge of cybersecurity trends and how Abnormalsecurity’s solution mitigates email‑based threats.
- Prepare a mock business case that showcases ROI for a hypothetical Dutch enterprise during the interview.
- Ensure your Salesforce proficiency is evident; mention certifications or complex pipeline examples.
- Research the company’s AI‑assisted recruiting tools and be ready to discuss how you can work with data‑driven interview processes.
- Ask about the start‑up’s resource constraints and how the sales team collaborates with product and marketing to compensate.
- When negotiating, factor in equity and remote‑work allowances as part of the total compensation package.
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