Mid-Market Cybersecurity AE – New Business Hunter (ANZ)

Abnormal Company; Port Macquarie; On-site; AUD 120,000 - 180,000; Full time

Job summary

Abnormal AI is seeking a Mid-Market Account Executive to drive new business growth across Australia. You will own the end-to-end sales cycle from prospecting whitespace accounts to closing new logos and expanding footprint with existing customers.

In this role you will qualify ROI-driven needs, collaborate with SEs, Marketing, Product and CS, and work with Sydney or Melbourne-based teams to ensure renewals and expansions. A 3+ year track record in cybersecurity is preferred.

Qualifications

• 3+ years of direct (vs. overlay) sales experience closing new logos and growing accounts.
• 2+ years of experience selling in cybersecurity.
• 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).
• Bachelor’s degree or equivalent work experience.

Responsibilities

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota.
• Work non-named accounts from initial conversations through signing a contract and up-selling once they’re a customer.
• Prospect into whitespace accounts and generate new business opportunities to supply enough pipeline coverage to hit sales targets.
• Work with Customer success to ensure a timely renewal and expansion sale opportunities.
• Be a voice for the customer/prospect with internal teams to ensure appropriate prioritization to close more revenue.

Skills

New business hunter

Cybersecurity sales

Pipeline generation

Qualifying ROI needs

Time management

Cross-functional collaboration

Stakeholder communication

Education

Bachelor’s degree or equivalent

Tools

SPIN

MEDDIC

MEDDPICC

Command of the Sale

Job description

Abnormal AI is seeking a Mid-Market Account Executive to drive new business growth across Australia. You will own the end-to-end sales cycle from prospecting whitespace accounts to closing new logos and expanding footprint with existing customers.

In this role you will qualify ROI-driven needs, collaborate with SEs, Marketing, Product and CS, and work with Sydney or Melbourne-based teams to ensure renewals and expansions. A 3+ year track record in cybersecurity is preferred.