Mid Market Account Executive

1 month ago
Full-time
Junior
Sales and Business Development
Abnormal AI

Abnormal AI

Abnormal AI provides advanced email security solutions designed to block malicious email attacks, including credential phishing, business email compromise, and account takeover.

Internet Software & Services
Founded 2018

Description

  • Sell Abnormal security solutions into an assigned Mid Market territory (<3.5k mailbox organizations) to overachieve new ARR quota.
  • Prospect and generate pipeline using AE-sourced outreach (cold-calling, targeted emails, introductions), marketing leads, channel partners, and customer referrals.
  • Manage the full sales cycle from discovery through contract signing and proof-of-value (POV), coordinating closely with Sales Engineering and founders.
  • Conduct discovery calls/meetings to identify prospect pain points, qualify budget/need/timing, and engage appropriate stakeholders across security and IT personas (CISOs, SecOps, IT Analysts, CIOs).
  • Negotiate deal terms and pricing with prospects and work with internal legal, finance, and business operations to move deals to close.
  • Collaborate with Customer Success to ensure timely renewals and identify upsell/cross-sell expansion opportunities.
  • Document deal progress and maintain up-to-date pipeline in Salesforce (SFDC) for accurate forecasting.
  • Convey customer and prospect feedback to Product and Engineering to influence customer-centric prioritization of the product roadmap.

Requirements

  • 1-2 years of direct Mid Market account hunting experience prospecting, closing new logos, and growing accounts against incumbents.
  • Proven track record of over-quota performance and/or placement in the top 5% of a sales organization.
  • Experience selling cybersecurity subscription/SaaS to CISOs and security personnel.
  • Skill in negotiating with mid-to-large organizations and closing complex sales.
  • Technical competency and conversant knowledge in security, email, cloud, and AI concepts.
  • Startup experience at an early-stage or new entrant company, including building territory via channel and tech partners and initial customer wins.
  • BS/BA degree or equivalent work experience.
  • Familiarity with sales processes and tools such as Salesforce (SFDC), running POVs, and collaborating with Sales Engineering.

Interested in this position?

Apply directly on the company website

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