Mid-Market Account Executive, SLED - North Central

Abnormal Security; United States; Remote; USD 76,000 - 110,000; Full time

Job summary

An established industry player is seeking a driven Mid-Market Account Executive to join their dynamic Sales team. This exciting full-cycle sales role involves engaging with small to medium-sized businesses, navigating the sales process from prospecting to closing. Ideal candidates will have a proven track record in SaaS and cybersecurity sales, showcasing their ability to exceed quotas and drive revenue growth. In this fast-paced environment, you will leverage your skills to uncover customer needs, present tailored solutions, and collaborate with cross-functional teams to ensure success. If you're ready to make a significant impact in a growing company, this opportunity is for you.

Qualifications

• 2+ years in full-cycle sales, closing complex software deals.
• Proven track record of exceeding sales quotas and revenue growth.

Responsibilities

• Responsible for bringing new small to medium-sized businesses into the customer portfolio.
• Work deals from prospect to close in a defined territory.

Skills

Full-cycle sales

SaaS sales

Cybersecurity solutions sales

Pipeline development

Customer pain point identification

Business case development

Cross-functional collaboration

Presentation skills

Job description

About the Role

Abnormal Security is looking for a driven Mid-Market Account Executive to join our growing Sales team. In this full-cycle sales role, you will be responsible for bringing new small to medium-sized businesses into our customer portfolio, working deals from prospect to close. Your territory will consist of mid-market accounts.

Must Have

• 2+ years of experience in a full-cycle sales role, successfully closing complex software deals.
• 1+ years of experience working for top companies selling SaaS and/or cybersecurity solutions.
• Proven track record of exceeding sales quotas, driving revenue growth, and acquiring new logos.
• Experience selling in a defined region, ideally within the cybersecurity or SaaS industry.
• Demonstrated ability to stay in previous companies for 3 years or more (with one exception allowed).
• Based in Illinois or Minnesota.

Key Qualifications

• Top Performer: Stack ranking in the top 5% of sales org.
• Hunter Mentality: A disciplined approach to pipeline development and demonstrated success prospecting into mid-market or enterprise accounts. Comfortable and have demonstrated the ability to leverage/balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals.
• Strong Qualifier: Ability to effectively uncover customer pain points and identify solutions that align with their needs.
• Skilled Presenter: Experience presenting value-based solutions that address customer challenges and demonstrate ROI to multiple stakeholders.
• Disciplined Process: Ability to execute a structured, repeatable sales process and balance multiple opportunities without sacrificing quality.
• Business Case Development: Ability to build and present business cases that resonate with decision-makers and stakeholders.
• Cross-Functional Collaboration: Ability to work closely with internal teams (Sales Engineering, Marketing, Product, Customer Success) to move deals forward.
• Resilience & Grit: You thrive in a fast-paced, early-stage environment and succeed even with limited resources compared to larger organizations.
• Cultural Fit: Embody our core values (VOICE) – Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence.

Nice to Have

• 2+ years of experience in cybersecurity sales.
• Experience with MEDDIC, MEDDPICC, or Command of the Sale sales methodologies.

At Abnormal Security, 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 salary range: $76,500 — $110,000 USD