<h2>About the Role</h2><p>Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization in our <strong>Southeast</strong>. This team is responsible for driving new business growth by acquiring small to medium-sized customers and expanding Abnormal’s footprint in the market.</p><p>This is a full-cycle sales role, where the Account Executive will own the entire sales process, from initial prospecting through to deal closure, within a defined territory. The ideal candidate will bring a strong hunter mindset, a genuine passion for cybersecurity, experience collaborating in team-selling environments, and the drive to make an immediate impact.</p><h2>What you will do </h2><ul><li>Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota</li><li>Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.</li><li>Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them to hit sales targets.</li><li>Work with Customer success to ensure a timely renewal and expansion sale opportunities</li><li>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.</li></ul><h2>Must Haves </h2><ul><li>2+ years of experience selling in cybersecurity</li><li>4 Years in an individual contributor role </li><li>Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners)</li><li>Strong at qualifying needs and presenting ROI-driven value to stakeholders</li><li>Executes a repeatable sales process with focus and time management</li><li>Navigates internal and customer buying processes effectively</li><li>Gathers and applies customer insights to improve execution</li><li>Thrives in early-stage, resource-constrained environments</li><li>Collaborates cross-functionally (SEs, Marketing, Product, CS)<br><br></li></ul><h2>Nice to Haves</h2><ul><li>MEDDIC, MEDDPICC, or Command of the Sale sales methodology training</li></ul><p>#LI-TY1</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><hr><p><br>At Abnormal AI, 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 <span style="text-decoration: underline;"><span style="font-size: 18px;"><a href="https://careers.abnormalsecurity.com/benefits-perks" target="_blank"><span style="font-size: 16px;">Benefits & Perks</span></a></span></span> page.</p></div><div class="title">Base salary range:</div><div class="pay-range"><span>$76,500</span><span class="divider">—</span><span>$110,000 USD</span></div></div></div>