About the Role
Abnormal Security is looking for a driven Mid-Market Account Executive to join our growing Sales team. In this full-cycle sales role, you will be responsible for bringing new small to medium-sized businesses into our customer portfolio, working deals from prospect to close. Your territory will consist of mid-market accounts (<3.5k mailbox organizations), and the ideal candidate will bring a hunter mentality, a passion for cybersecurity, and proven team-selling experience.
Must Have
- 2+ years of experience in a full-cycle sales role, successfully closing complex software deals.
- 1+ years of experience working for top companies selling SaaS and/or cybersecurity solutions.
- Proven track record of exceeding sales quotas, driving revenue growth, and acquiring new logos.
- Experience selling in a defined region, ideally within the cybersecurity or SaaS industry.
- Demonstrated ability to stay in previous companies for 3 years or more (with one exception allowed).
Key Qualifications
- Top Performer: Stack ranking in the top 5% of sales org
- Hunter Mentality: A disciplined approach to pipeline development and demonstrated success prospecting into mid-market or enterprise accounts. Comfortable and have demonstrated the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals.
- Strong Qualifier: Ability to effectively uncover customer pain points and identify solutions that align with their needs.
- Skilled Presenter: Experience presenting value-based solutions that address customer challenges and demonstrate ROI to multiple stakeholders.
- Disciplined Process: Ability to execute a structured, repeatable sales process and balance multiple opportunities without sacrificing quality.
- Business Case Development: Ability to build and present business cases that resonate with decision-makers and stakeholders.
- Cross-Functional Collaboration: Ability to work closely with internal teams (Sales Engineering, Marketing, Product, Customer Success) to move deals forward.
- Resilience & Grit: You thrive in a fast-paced, early-stage environment and succeed even with limited resources compared to larger organizations.
- Cultural Fit: Embody our core values (VOICE) – Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence.
Nice to Have
- 2+ years of experience in cybersecurity sales.
- Experience with MEDDIC, MEDDPICC, or Command of the Sale sales methodologies.
At Abnormal Security 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 Benefits & Perks page.
Base pay range:
$76,500—$110,000 USD
San Francisco/New York Base pay range:
$94,000—$110,500 USD
What We Do
The Abnormal Security platform protects enterprises from targeted email attacks. Abnormal Behavior Technology (ABX) models the identity of both employees and external senders, profiles relationships and analyzes email content to stop attacks that lead to account takeover, financial damage and organizational mistrust. Though one-click, API-based Office 365 and G Suite integration, Abnormal sets up in minutes and does not disrupt email flow.
Abnormal Security was founded in 2018 by CEO Evan Reiser, CTO Sanjay Jeyakumar, Head of Machine Learning Jeshua Bratman, and Founding Engineers Abhijit Bagri and Dmitry Chechik. The team previously built behavioral profiling and machine learning technologies at Twitter, Google and Pinterest that are being applied to solve a problem that costs organizations $1 billion per year, according to the FBI. The Abnormal Security platform stops targeted phishing, business email compromise and account takeover attacks that have never been seen before.
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