Mid-Market Account Executive

About the Mid-Market Account Executive Role at Abnormal AI

Abnormal AI is seeking a highly motivated Mid-Market Account Executive to drive new annual recurring revenue by selling our innovative security solutions. In this role, you will be responsible for the full sales cycle, from prospecting and generating new business opportunities to closing contracts and identifying upsell potential within your defined territory. You will work with mid-market accounts (organizations with less than 3,500 mailboxes), collaborating with internal teams and partners to ensure customer success and revenue growth.

High-Level Responsibilities

• Overachieve new annual recurring revenue quota by selling Abnormal security solutions within your territory.
• Manage the entire sales cycle for Mid-Market accounts (<3.5k mailbox organizations), from initial contact to contract signing and post-sale upsells.
• Prospect and generate new business opportunities with Mid-Market accounts to build a robust pipeline for sales targets.
• Collaborate with Customer Success to secure timely renewals and identify expansion opportunities.
• Serve as the customer/prospect's advocate with internal teams, including Sales Engineering/POV, Product, and Marketing, to prioritize efforts that drive revenue closure.

Day-to-Day Responsibilities

• Build pipeline through a balanced approach utilizing five lead generation sources: AE-sourced prospecting (cold-calling, emails, referrals), timely follow-up on marketing leads, collaboration with channel partners, customer referrals, and add-on business.
• Conduct discovery calls and meetings to uncover prospect pain points, needs, budget, and timing suitability for Abnormal's offerings.
• Demonstrate and communicate Abnormal's value proposition to various personas (CISOs, Directors of Security Operations, IT/Security Analysts, CIOs) across organizations, collaborating with sales engineering, product, and founders.
• Work deals through to a mutual action agreement leading into a Proof-of-Value (POV) to align product assessment with business needs.
• Partner with Sales Engineering to ensure POV effectively demonstrates value against prospect requirements.
• Negotiate deal terms and pricing with legal and procurement, leveraging internal resources (legal, finance, business operations) to expedite deal closure.
• Collaborate with Customer Success to identify future upsell and cross-sell opportunities for additional products.
• Maintain accurate deal progress (stages, notes) in SFDC for precise pipeline forecasting.
• Communicate prospect/customer requests to Product and Engineering teams to foster customer-centric product roadmap prioritization.
• Accurately forecast expected revenue within a +10% / -5% variance.

Ideal Candidate

• Mid Market Account Hunter: 1-2 years of direct experience prospecting, closing new logos, and growing major accounts against competitors.
• Negotiation Skill: Proficient in negotiating with mid-to-large organizations and closing complex sales.
• Proven Performer: Consistent over-quota achievement and/or ranked in the top 5% of sales organizations.
• Technically Competent: Conversant in key areas like security, email, cloud, and AI.
• Cyber-security Software Sales: Experience selling subscription software/SaaS to CISOs and security personnel.
• Start-up Experience: Demonstrated success in early-stage environments, as an underdog, or a new entrant facing large competitors with limited resources to build a territory.

Key Skill Set

• Ability to Hunt: Disciplined approach to early pipeline development, comfortable prospecting into enterprise accounts, leveraging and balancing AE prospecting, Marketing, Channel, and Customer referrals.
• Good Qualifier: Skilled in uncovering and discovering customer problems and pain points.
• Good Presenter: Capable of presenting and demonstrating value based on customer pain points.
• Disciplined in Sales Methodology / Time Management: Systematically executes a repeatable sales process in parallel without sacrificing quality.
• Business Case Development: Ability to develop and present a business case showing high ROI across different dimensions to multiple stakeholders.
• Knowledge Extraction: Capable of extracting, documenting, and organizing lessons, knowledge, and information about customers.
• Internal Stakeholder Guidance: Ability to guide internal stakeholders through their own internal buying processes.
• Grit: Demonstrates resilience and finds success in early-stage environments without extensive resources or large teams.

Key skills/competency

• Sales
• Account Management
• New Business Development
• Cybersecurity Sales
• SaaS Sales
• Pipeline Management
• Negotiation
• CRM (SFDC)
• Cloud Security
• AI Security