Mid-Market Account Executive- Virginia

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About the Role

Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization in our Mid-Atlantic region. This team is responsible for driving new business growth by acquiring small to medium-sized customers and expanding Abnormal’s footprint in the market.

This is a full-cycle sales role, where the Account Executive will own the entire sales process, from initial prospecting through to deal closure, within a defined territory. The ideal candidate will bring a strong hunter mindset, a genuine passion for cybersecurity, experience collaborating in team-selling environments, and the drive to make an immediate impact.

What you will do

• Sell Abnormal AI solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work Mid Market accounts (<3k 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 (<3k 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

• 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)

Nice to Haves

• MEDDIC, MEDDPICC, or Command of the Sale sales methodology training

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Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.

In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Base salary range:

$85,000—$100,000 USD

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.