Major Account Executive
WFA Digital Insight
Abnormalsecurity is looking for a Major Account Executive who will act as the single point of contact for roughly twenty Fortune‑500 and Global‑500 accounts. The role blends classic enterprise hunting with full‑cycle ownership, meaning the candidate must generate pipeline, run demos, negotiate contracts and then hand off to Customer Success for renewal and expansion. What sets this posting apart is the explicit expectation to be the internal voice of the prospect across product, engineering and marketing teams, turning customer insights into product priorities. Candidates should be comfortable navigating a start‑up environment where resources are lean and cross‑functional collaboration is essential. Success will be measured by new recurring revenue and the ability to deepen relationships within each major account.
Job Description
About the Role
As a Major Account Executive in the UK, you will serve as the primary driver of Abnormal AI’s relationships across approximately 20 accounts. You are responsible for all transactions within that account and help quarterback the sales ecosystem to support the customer’s success.
The ideal candidate for the role will be local to the UK 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 approximately 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota
- Work from initial conversations through signing a contract and up-selling once they’re a customer.
- Prospect and generate new business opportunities within Major Accounts 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 5+ years of direct (not overlay) experience driving new logo acquisition within Fortune and Global 500 organizations, focused on cold prospecting, multi-threading, and closing complex, high-value deals
- Proven track record of success closing new Major Account Logos, while also cross selling/ upselling and growing the existing customer account
- 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 experience you have closing deals with Fortune 500 or Global 500 customers; quantify the size or complexity if possible.
- Prepare a concise, data‑driven case study that shows how you built ROI for a security solution; this will resonate during the interview.
- Make sure your Salesforce proficiency is evident on your resume; list specific certifications or modules you’ve mastered.
- Practice delivering a 5‑minute demo that translates technical features into business outcomes for a C‑suite audience.
- Research Abnormalsecurity’s product suite beforehand and be ready to discuss how you would position it against competitors.
- When negotiating compensation, emphasize the uncapped commission model and inquire about equity grant timelines.
- Watch for vague promises about “flexible hours” without concrete remote‑work policies; ask about equipment allowances and communication expectations.
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