Mid-Market Account Executive, Abnormal AI

• 2+ years of experience in a full-cycle sales role, successfully closing complex software deals
• 1+ years of experience working for top companies selling SaaS and/or cybersecurity solutions
• Proven track record of exceeding sales quotas, driving revenue growth, and acquiring new logos
• Experience selling in a defined region, ideally within the cybersecurity or SaaS industry
• Demonstrated ability to stay in previous companies for 3 years or more (with one exception allowed)
• Top Performer: Stack ranking in the top 5% of sales org
• Hunter Mentality: A disciplined approach to pipeline development and demonstrated success prospecting into mid-market or enterprise accounts. Comfortable and have demonstrated the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals
• Strong Qualifier: Ability to effectively uncover customer pain points and identify solutions that align with their needs
• Skilled Presenter: Experience presenting value-based solutions that address customer challenges and demonstrate ROI to multiple stakeholders
• Disciplined Process: Ability to execute a structured, repeatable sales process and balance multiple opportunities without sacrificing quality
• Business Case Development: Ability to build and present business cases that resonate with decision-makers and stakeholders
• Cross-Functional Collaboration: Ability to work closely with internal teams (Sales Engineering, Marketing, Product, Customer Success) to move deals forward
• Resilience & Grit: You thrive in a fast-paced, early-stage environment and succeed even with limited resources compared to larger organizations
• Cultural Fit: Embody our core values (VOICE) – Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence

Desirable

• Abnormal Security is looking for a driven Mid-Market Account Executive to join our growing Sales team
• In this full-cycle sales role, you will be responsible for bringing new small to medium-sized businesses into our customer portfolio, working deals from prospect to close
• Your territory will consist of mid-market accounts (<3.5k mailbox organizations), and the ideal candidate will bring a hunter mentality, a passion for cybersecurity, and proven team-selling experience