SLED Mid-Market Account Executive - Southeast

Abnormal Security; United States; Remote; USD 85,000 - 100,000; Full time

Job summary

An innovative company is seeking a Mid-Market Account Executive to drive sales within small to medium-sized businesses. This full-cycle sales role requires a hunter mentality and a passion for cybersecurity. You'll be responsible for prospecting new clients, managing the sales cycle, and collaborating with internal teams to ensure customer success. The ideal candidate will possess strong sales skills, a disciplined approach to pipeline development, and the ability to present compelling business cases. Join a dynamic team dedicated to excellence and customer obsession, and help shape the future of cybersecurity solutions.

Qualifications

• 2+ years experience in cybersecurity sales preferred.
• Ability to develop and present business cases showing high ROI.

Responsibilities

• Sell security solutions to Mid-Market accounts to exceed revenue quotas.
• Prospect and generate new business opportunities.

Skills

Prospecting

Sales Methodology

Presentation Skills

Time Management

Business Case Development

Customer Relationship Management

Grit

Understanding of Cybersecurity

Job description

About the Role

Abnormal Security is looking for a Mid-Market Account Executive to join our Sales organization. The Mid-Market sales team is responsible for bringing new, small to medium-sized businesses 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

1. Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota.
2. Work with Mid Market accounts.
3. Prospect and generate new business opportunities with Mid Market accounts.
4. Work with Customer Success to ensure timely renewal and expansion sale opportunities.
5. 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

1. Ability to hunt: a disciplined approach to early pipeline development. Comfortable and experienced in prospecting into Mid-Market accounts, leveraging demand generation pillars: AE prospecting, Marketing, Channel, and Customer referrals.
2. Good qualifier: ability to uncover customer problems and pains.
3. Good presenter: ability to present and demonstrate value based on customer pain points.
4. Disciplined in sales methodology and time management: ability to systematically execute a repeatable sales process without sacrificing quality.
5. Ability to develop and present a business case showing high ROI across different stakeholders.
6. Ability to document and organize lessons, knowledge, and customer information.
7. Ability to guide internal stakeholders through their buying processes.
8. Grit: success in an early-stage environment with limited resources.
9. Good understanding of leveraging departments like Sales Engineering, Marketing, Product, and Customer Success.
10. Cultural fit: VOICE

VOICE stands for:

• Velocity: outpace attackers and competitors
• Ownership: empower new leaders
• Integrity: uncover the best ideas and actions
• Customer Obsession: focus on what is most valuable
• Excellence: aim to be the best

Nice to Haves

1. 2+ years of experience selling cybersecurity products.
2. 4 years in an individual contributor role.
3. Training in MEDDIC, MEDDPICC, or Command of the Sale methodologies.

#LI-TY1

At Abnormal AI, certain roles are eligible for bonuses, RSUs, and benefits. Compensation packages are tailored based on skills, experience, and qualifications. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.

Base salary range: $85,000 — $100,000 USD