Mid-Market Account Executive - Boston

About the Role Abnormal Security is looking for a Mid-Market Account Executive to join our Sales org. The Mid-Market sales team is responsible for bringing new, small to medium-sized business into Abnormal’s portfolio of customers. This is a full-cycle sales role, working the deal cycle from prospect to close for accounts located in your territory. The ideal candidate will have a hunter... mentality, experience in & a passion for cybersecurity, team selling experience, and be ready to hit the ground running. What you will do • Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work Mid Market accounts (<3.5k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with Mid Market accounts (<3.5k mailbox organizations) to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities • 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. Must Haves • Must be located in the Boston Area • Ability to hunt: a disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals. • Good qualifier: Ability to uncover/discover customer problems and pains • Good presenter: the ability to present and demonstrate value based off customer pain points. • Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality • Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders • Ability to extract, document and organize lessons, knowledge and information about customers • Ability to guide internal stakeholders through their own internal buying processes • Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations • Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success. • Cultural fit: VOICE • Velocity to outpace attackers and outpace our competition • Ownership to empower new leaders to step up and take action • Intellectual Honesty to uncover the best ideas and the right actions • Customer Obsession to focus us on what is most valuable • Excellence to achieve our ambition of being the best Nice to Haves • 2+ years of experience selling in cybersecurity • 4 Years in an individual contributor role • MEDDIC, MEDDPICC, or Command of the Sale sales methodology training #LI-TC1