Mid-Market Account Executive

Summary

Join Abnormal AI's dynamic Sales organization as a Mid-Market Account Executive in the North Central - Minnesota team. This full-cycle sales role involves driving new business growth by acquiring small to medium-sized customers and expanding Abnormal’s market footprint. You will own the entire sales process, from prospecting to deal closure, within a defined territory. The ideal candidate possesses a strong hunter mindset, a passion for cybersecurity, experience in team-selling, and a drive to make an immediate impact. You will sell Abnormal security solutions, work with Mid Market accounts, prospect for new business opportunities, collaborate with Customer Success for renewals and upselling, and act as a customer advocate with internal teams. This role requires a strong understanding of the sales process and the ability to work effectively in a fast-paced environment.

Requirements

• 2+ years of experience selling in cybersecurity
• 4 Years in an individual contributor role
• Located in Minnesota
• 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)
• Benefits