Mid Market Account Executive, DMV

About the Role Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization in our DMV 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 Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location