Mid-Market Account Executive - TOLA

2+ years of experience selling in cybersecurity 4 years in an individual contributor role Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners) Strong at qualifying needs and presenting ROI-driven value to stakeholders Executes a repeatable sales process with focus and time management Navigates internal and customer buying processes effectively Gathers and applies customer insights to improve execution Thrives in early-stage, resource-constrained environments Collaborates cross-functionally (SEs, Marketing, Product, CS)

Sell Abnormal security solutions to a defined territory to overachieve new annual recurring revenue quota Work Mid Market accounts (<3k mailbox organizations) through the entire sales process Prospect and generate new business opportunities 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)