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Abnormal AI · 3 days ago

Senior Mid-Market Account Executive - NYC

United States

Contract

Remote

Mid, Senior Level

$96K/yr - $112K/yr

4+ years exp

Abnormal AI is a cybersecurity company seeking a Mid-Market Account Executive to join their Sales organization. The role involves full-cycle sales, focusing on small to medium-sized businesses, from prospecting to closing deals, while ensuring customer success and engagement with internal teams.

Artificial Intelligence (AI)Cyber SecurityEmailInformation TechnologyNetwork Security

Responsibilities

Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota

Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer

Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them 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 including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue

Qualification

Cybersecurity sales experienceSales methodology trainingPipeline developmentBusiness case presentationTeam selling experienceCustomer problem discoveryInternal stakeholder guidanceGritCultural fitTime management

Required

Ability to hunt: a disciplined approach to early pipeline development

Comfortable and have demonstrated ability to prospect into Mid-Market accounts with the ability to leverage/balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals

Good qualifier: Ability to uncover/discover customer problems and pains

Good presenter: the ability to present and demonstrate value based off customer pain points

Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality

Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders

Ability to extract, document and organize lessons, knowledge and information about customers

Ability to guide internal stakeholders through their own internal buying processes

Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations

Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success

Cultural fit: VOICE

Velocity to outpace attackers and outpace our competition

Ownership to empower new leaders to step up and take action

Intellectual Honesty to uncover the best ideas and the right actions

Customer Obsession to focus us on what is most valuable

Excellence to achieve our ambition of being the best