Mid-Market Account Executive

Summary

Join Abnormal Security's growing Sales team as a driven Mid-Market Account Executive. This full-cycle sales role focuses on acquiring new small to medium-sized business customers. You will manage the sales process from prospect to close, targeting mid-market accounts. The ideal candidate possesses a hunter mentality, cybersecurity passion, and proven team-selling experience. Success requires exceeding sales quotas, driving revenue growth, and acquiring new logos within a defined region. The role demands strong qualification, presentation, and collaboration skills, along with resilience and a cultural fit aligned with Abnormal Security's core values.

Requirements

• 2+ years of experience in a full-cycle sales role, successfully closing complex software deals
• 1+ years of experience working for top companies selling SaaS and/or cybersecurity solutions
• Proven track record of exceeding sales quotas, driving revenue growth, and acquiring new logos
• Experience selling in a defined region, ideally within the cybersecurity or SaaS industry
• Demonstrated ability to stay in previous companies for 3 years or more (with one exception allowed)
• Stack ranking in the top 5% of sales org
• A disciplined approach to pipeline development and demonstrated success prospecting into mid-market or enterprise accounts. Comfortable and have demonstrated the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals
• Ability to effectively uncover customer pain points and identify solutions that align with their needs
• Experience presenting value-based solutions that address customer challenges and demonstrate ROI to multiple stakeholders
• Ability to execute a structured, repeatable sales process and balance multiple opportunities without sacrificing quality
• Ability to build and present business cases that resonate with decision-makers and stakeholders
• Ability to work closely with internal teams (Sales Engineering, Marketing, Product, Customer Success) to move deals forward
• Thrive in a fast-paced, early-stage environment and succeed even with limited resources compared to larger organizations
• Embody our core values (VOICE) – Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence

Responsibilities

• Bring new small to medium-sized businesses into our customer portfolio, working deals from prospect to close
• Exceed sales quotas and drive revenue growth
• Acquire new logos
• Effectively uncover customer pain points and identify solutions that align with their needs
• Present value-based solutions that address customer challenges and demonstrate ROI to multiple stakeholders
• Execute a structured, repeatable sales process and balance multiple opportunities without sacrificing quality
• Build and present business cases that resonate with decision-makers and stakeholders
• Work closely with internal teams (Sales Engineering, Marketing, Product, Customer Success) to move deals forward

Preferred Qualifications

• 2+ years of experience in cybersecurity sales
• Experience with MEDDIC, MEDDPICC, or Command of the Sale sales methodologies

Benefits

• Bonus
• Restricted stock units (RSUs)
• Benefits