Mid Market Account Executive

1-2 years of direct experience prospecting, closing new logos, and growing major accounts. Skill in negotiating with mid-large organizations and closing complex sales. Consistent over quota performance and/or top 5% of sales organization achievement. Technically competent and conversational in security, email, cloud, and AI. Experience selling subscription software/SaaS to CISOs and security personnel in cyber-security. Experience in an early-stage, underdog, or new entrant startup environment. BS/BA degree or equivalent work experience.

Sell Abnormal security solutions to a defined territory to overachieve new annual recurring revenue quota. Manage mid-market accounts from initial conversations through contract signing and up-selling. Prospect and generate new business opportunities for mid-market accounts to build sufficient pipeline. Collaborate with Customer Success for timely renewals and expansion sales. Act as a liaison between customers/prospects and internal teams (Sales Engineering, Product, Marketing) to prioritize revenue-generating initiatives. Build pipeline through various lead generation sources including AE-sourced leads, marketing efforts, channel partners, and existing customers. Conduct discovery calls to identify prospect pain points, needs, budget, and timing. Work with Sales Engineering, Product, and Founders to demonstrate and communicate Abnormal's value proposition to various personas. Negotiate with legal and procurement on deal terms and pricing. Document deal progress in SFDC for accurate forecasting. Communicate prospect/customer needs to Product and Engineering teams for product roadmap prioritization. Accurately forecast expected revenue within +/- 10%/ -5%.