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Mid-Market Account Executive, SLED (Minnesota)

5 days ago
United States
Full-time
Junior
Account Executive
Sales and Business Development
Cybersecurity Salesforce
Apply Now
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
View All Jobs 35

Description

  • Sell Abnormal security solutions to SLED agencies with the goal of overachieving new annual recurring revenue quota.
  • Manage the full sales cycle from initial conversations through contract signing, renewal, and upsell/expansion.
  • Prospect and generate new business opportunities within assigned territory to build and maintain sufficient pipeline to hit targets.
  • Collaborate with Customer Success to ensure timely renewals and identify expansion opportunities.
  • Leverage internal teams (Sales Engineering, Marketing, BDRs, Product, Customer Success) and channel partners to prioritize and close deals.
  • Document results and maintain accurate account and opportunity data across sales systems (Salesforce, Highspot, Close Plan).
  • Tailor demos and messaging for government stakeholders and guide public sector customers through complex buying processes including procurement and RFP cycles.
  • Build business cases that quantify ROI and map public sector pain points to value-driven solutions; capture and share customer insights to support team learning.

Requirements

  • 2+ years of direct (not overlay) sales experience prospecting and closing SLED (state, local, education) accounts.
  • Proven track record of closing new account logos and growing existing customer accounts through cross-sell/upsell.
  • Consistent over-quota performance and/or top 5% producer in prior sales organization.
  • Experience negotiating with large organizations and closing complex sales.
  • Experience selling cybersecurity subscription software/SaaS to CISOs and security personnel.
  • Technical competence and conversational knowledge in security, email, cloud, and AI technologies.
  • Start-up or early-stage experience building territory and initial customer wins with limited resources (channel, tech partners, etc.).
  • BS/BA degree or equivalent work experience; candidate should be located in the Chicagoland area or Minnesota.
  • Familiarity with sales tools and disciplined data management (Salesforce, Highspot, Close Plan), plus experience guiding customers through procurement/RFP processes and building ROI-focused business cases.

Benefits

  • Base salary range $85,000—$100,000 USD.
  • Eligible for bonus or incentive compensation.
  • Eligible for equity.
  • Comprehensive benefits package.

Interested in this position?

Apply directly on the company website

Apply Now

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