Description

As a Mid Market Account Executive at Abnormal AI, you'll own the full sales cycle from prospecting to closing, selling cybersecurity solutions to mid-market accounts (up to 3k mailboxes) and driving new business growth in a defined territory, while collaborating with customer success and internal teams to ensure renewals and expansions.

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 AI solutions to a defined territory to overachieve new annual recurring revenue quota.
• Work Mid Market accounts (up to 3k mailboxes) from initial conversations through signing a contract and up-selling.
• Prospect and generate new business opportunities with Mid Market accounts to supply pipeline.
• Work with Customer Success to ensure timely renewal and expansion sale opportunities.
• Be a voice for the customer/prospect with internal teams including Sales Engineering, Product, and Marketing.