Mid Market Account Executive

About the Role: Mid Market Account Executive

Abnormal AI is seeking a dynamic Mid Market Account Executive to join our Sales organization. This is a full-cycle sales role, encompassing the entire deal cycle from initial prospect engagement to closing for accounts within your designated territory. You will be responsible for bringing new, small to medium-sized businesses into Abnormal AI's portfolio of customers.

High-Level Responsibilities

• Sell Abnormal AI security solutions within your defined territory, aiming to overachieve new annual recurring revenue quota.
• Manage Mid Market accounts (organizations with less than 3,500 mailboxes) from initial conversations through contract signing and subsequent up-selling.
• Prospect and generate new business opportunities within Mid Market accounts (<3,500 mailbox organizations) to ensure sufficient pipeline for achieving sales targets.
• Collaborate with Customer Success to facilitate timely renewals and identify expansion sales opportunities.
• Act as a customer/prospect advocate with internal teams, including Sales Engineering/POV team, Product, and Marketing, to ensure appropriate prioritization that drives revenue growth.

Day-to-Day Responsibilities

You will build your pipeline by leveraging five key sources of lead generation:

• AE Sourced: Actively prospect into Mid Market accounts (<3,500 mailbox organizations) within your territory using cold-calling, targeted emails, and introductions through existing relationships.
• Marketing: Timely follow-up on marketing-driven leads, including engaging with prospects at events and responding to inbound inquiries.
• Channel: Work collaboratively with channel partners to uncover new opportunities.
• Customer: Engage with existing customers to gain referrals and identify add-on business.
• Conduct discovery calls/meetings to uncover prospect pain points and needs, assessing budget, necessity, and appropriate timing for Abnormal AI's product offerings.
• Partner with sales engineering, product, and founders to effectively demonstrate and communicate Abnormal AI's value proposition to prospects. This involves communicating value across various organizational personas, including CISOs, Director of Security Operations, IT Analysts, Security Analysts, and sometimes CIOs.
• Work deals towards a mutual action agreement leading into a proof-of-value (POV) with prospects, ensuring their product assessment aligns with their business needs.
• Collaborate with Sales Engineering to ensure that the communication during the POV effectively demonstrates value against the prospect's specific requirements (per the Mutual Action Agreement).
• Engage with prospects to negotiate deal terms and pricing with legal and procurement. Utilize internal resources (legal, finance, business operations) to maintain deal momentum and secure closures.
• Work alongside Customer Success to identify future up-selling and/or cross-selling opportunities for additional products with existing customers.
• Document deal progress (stages, notes) within SFDC to maintain an up-to-date pipeline for accurate forecasting.
• Communicate prospect/customer requests to Product and Engineering teams to inform a more customer-centric prioritization of the product roadmap.
• Accurately forecast expected revenue within a +/-10% to 5% variance.

Ideal Candidate Profile

• Mid Market Account Hunter: Demonstrated 1-2 years of direct experience (not overlay) in prospecting, closing new logos, and growing major accounts against incumbents.
• Skill in negotiating with mid-to-large organizations and successfully closing complex sales.
• Proven performer with consistent over-quota achievement and/or ranking within the top 5% of a sales organization.
• Technically Competent: Conversant in key areas such as security, email, cloud, and AI.
• Cybersecurity Software Sales: Experience selling subscription software/SaaS to CISOs and other security personnel.
• Start-up Experience: Success within an early-stage company, as an underdog, or a new entrant facing large competitors (e.g., building territory with limited resources, including channel, tech partners, and initial customer wins).
• BS/BA degree or equivalent work experience.

Key Skills/Competency

• Sales
• Cybersecurity
• SaaS Sales
• Prospecting
• Negotiation
• Account Management
• Pipeline Management
• CRM (SFDC)
• Forecasting
• Lead Generation