Note: The job is a remote job and is open to candidates in USA. Abnormal AI is looking for an Enterprise Account Executive to join the LATAM team, focused on selling security solutions to enterprise-level accounts in Spanish-speaking countries outside of Mexico. The role involves developing new business opportunities, managing accounts, and collaborating with internal teams to ensure customer satisfaction and revenue growth.
Responsibilities
- 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
Skills
- Fluent in Spanish
- Proven hunter in LATAM 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
- Enterprise Account Hunter with 3+ years of direct (not overlay) experience selling into enterprise-sized organizations in LATAM (3k+ employee count), including prospecting, winning new logos, and expanding major accounts in competitive, incumbent-heavy environments
- Must be fluent in Spanish
- 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
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