Mid-Market Sales Manager

Summary

Join Abnormal Security as a Mid Market Sales Manager and lead a team to drive revenue and customer retention. You will recruit and manage a high-performing sales team, develop account strategies, and foster strong customer relationships. This role requires experience in SLED sales, team leadership, and closing complex deals. You will be responsible for forecasting revenue, building partnerships, and identifying new business opportunities at the executive level. The ideal candidate possesses a strong hunter mentality and excels in fast-paced environments. Compensation includes a competitive base salary and potential for bonuses and RSUs.

Requirements

• Minimum 3+ years SLED sales experience with demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
• Minimum of 3+ years leading a sales team focused on growing new business and new logos
• Strong hunter mentality: direct experience managing teams responsible for creating new demand,new customer acquisition, and sourcing new pipeline
• A winner, someone who holds themselves accountable to consistent over-achievement
• Successful experience closing complex sales with multiple buying influences in new or emerging solution categories
• Experience closing deals of all sizes. From smaller transactional deals to deals of $50K - $100K
• Experience establishing and fostering strong relationships with potential partners and customers at executive levels
• Strong presentation and communications skills, competent translating technical features into business value
• Outstanding verbal, written, and presentation skills
• Comfortable working in a highly fast-paced environment

Responsibilities

• Recruit and hire a world class team of sellers, on time and on budget
• Clearly articulate, manage and enable sellers to hit all key productivity metrics and milestones of growth
• Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business
• Develop an overall account strategy for the region resulting in strong execution and collaborative team selling
• Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program
• Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals
• Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology
• Develop strategic relationships with existing channel partners and the development of new channel partners
• Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives
• Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in accounts within the designated territory

Preferred Qualifications

• Experience selling Cybersecurity solutions
• Experience leading a team in a startup environment
• Experience leading a team in a remote environment

Benefits

• Bonus
• Restricted stock units (RSUs)
• Benefits