• Job Description

  Req#: 6296419003

  About the Role

  Abnormal Security is looking for a Mid-Market Account Executive to join our Sales org. The Mid-Market sales team is responsible for bringing new, small to medium-sized business into Abnormal’s portfolio of customers. This is a full-cycle sales role, working the deal cycle from prospect to close for accounts located in your territory. The ideal candidate will have a hunter mentality, experience in & a passion for cybersecurity, team selling experience, and be ready to hit the ground running.

  What you will do

  • Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
  • Work Mid Market accounts (
  • Prospect and generate new business opportunities with Mid Market accounts (
  • Work with Customer success to ensure a timely renewal and expansion sale opportunities
  • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

  Must Haves

  • Must be located in the Greater Detroit area.
  • Ability to hunt: a disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals.
  • Good qualifier: Ability to uncover/discover customer problems and pains
  • Good presenter: the ability to present and demonstrate value based off customer pain points.
  • Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
  • Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
  • Ability to extract, document and organize lessons, knowledge and information about customers
  • Ability to guide internal stakeholders through their own internal buying processes
  • Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
  • Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success.
  • Cultural fit: VOICE
    • Velocity to outpace attackers and outpace our competition
    • Ownership to empower new leaders to step up and take action
    • Intellectual Honesty to uncover the best ideas and the right actions
    • Customer Obsession to focus us on what is most valuable
    • Excellence to achieve our ambition of being the best

  Nice to Haves

  • 2+ years of experience selling in cybersecurity
  • 4 Years in an individual contributor role
  • MEDDIC, MEDDPICC, or Command of the Sale sales methodology training

  #LI-VY1

  
  At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.

  Base pay range:

  $76,500 — $110,000 USD

  San Francisco/New York Base pay range:

  $94,000 — $110,500 USD

• About the company

  Abnormal Security provides advanced email security to prevent credential phishing, business email compromise, account takeover, and more.

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