Mid-Market Account Executive (SLED)

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.