Mid-Market Account Executive

Summary

Join Abnormal AI as a Mid-Market Account Executive and drive new business growth by acquiring small to medium-sized customers. This full-cycle sales role involves managing the entire sales process, from prospecting to deal closure, within a defined territory. You will sell Abnormal security solutions, work with mid-market accounts, prospect for new business opportunities, collaborate with customer success for renewals, and act as a customer advocate with internal teams. The ideal candidate possesses a hunter mindset, cybersecurity passion, team-selling experience, and a drive to make an immediate impact. Abnormal AI offers competitive compensation and benefits, including a base salary range of $90,000-$100,000 USD, bonuses, and restricted stock units (RSUs).

Requirements

• 2+ years of experience selling in cybersecurity
• 4 Years in an individual contributor role
• Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners)
• Strong at qualifying needs and presenting ROI-driven value to stakeholders
• Executes a repeatable sales process with focus and time management
• Navigates internal and customer buying processes effectively
• Gathers and applies customer insights to improve execution
• Thrives in early-stage, resource-constrained environments
• Collaborates cross-functionally (SEs, Marketing, Product, CS)

Responsibilities

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work Mid Market 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 Mid Market 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
• 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

Preferred Qualifications

MEDDIC, MEDDPICC, or Command of the Sale sales methodology training

Benefits

• Bonus
• Restricted stock units (RSUs)