Mid-Market Account Executive

Summary

Join Abnormal AI's dynamic Sales organization as a Mid-Market Account Executive in New England 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 expansions, and act as a customer advocate with internal teams. The ideal candidate possesses a hunter mindset, passion for cybersecurity, team-selling experience, and a drive to make an immediate impact. This role offers a competitive base salary and benefits package, including potential bonuses and restricted stock units.

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

At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits