Mid-Market Sales Manager

Summary

Join Abnormal Security as a Sales Manager for the Mid-Market Sales Team and lead a team in driving revenue growth and exceeding sales targets. Responsibilities include recruiting and hiring a sales team, managing key productivity metrics, developing account strategies, partnering with Sales Engineering, building customer relationships, forecasting revenue, and developing channel partnerships. The ideal candidate will have 3+ years of sales experience with a proven track record of exceeding quotas in security, networking, or software solutions, along with 3+ years leading a sales team focused on new business. A strong hunter mentality and experience closing complex sales are essential. The role offers a competitive base pay range of $120,000-$150,000 USD, along with bonus, restricted stock units (RSUs), and benefits.

Requirements

• Minimum 3+ years of sales experience with a 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 managing and closing deals of $50K+ as well higher value transactions above $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

Preferred Qualifications

Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, etc.) is a plus

Benefits

• At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits
• Base pay range: $120,000 — $150,000 USD
• San Francisco/New York Base pay range: $120,000 — $150,000 USD