Mid Market Account Executive, Boston

📋 Description

• • Sell Abnormal AI cybersecurity solutions to Mid Market accounts (<3k mailbox organizations) within a defined territory to achieve and overachieve new annual recurring revenue quotas.
• • Own the full sales cycle from initial prospecting and lead generation through contract signing and post-sale expansion opportunities.
• • Proactively generate new business opportunities through disciplined pipeline development across multiple channels including prospecting, marketing, referrals, and partner networks.
• • Engage with Mid Market customers from first contact to closing, ensuring a seamless transition to Customer Success for renewal and upsell readiness.
• • Collaborate with Sales Engineering, Product, and Marketing teams to advocate for customer needs, ensure accurate product positioning, and prioritize features that drive deal closure.
• • Qualify customer needs and present ROI-driven value propositions to multiple stakeholders within target organizations.
• • Execute a repeatable, structured sales process with strong time management and focus on pipeline health and conversion metrics.
• • Navigate complex internal and customer buying processes, including procurement, legal, and technical evaluation cycles.
• • Gather and apply customer insights to refine sales strategies, improve messaging, and enhance overall execution effectiveness.
• • Thrive in a fast-paced, early-stage environment with limited resources, demonstrating adaptability and self-sufficiency.
• • Work cross-functionally with Customer Success, Sales Engineering, and other departments to align on customer outcomes and revenue growth.
• • Maintain accurate CRM records and sales forecasts to support team and company-wide planning and reporting.
• • Represent Abnormal AI as a trusted advisor in cybersecurity, leveraging industry knowledge to build credibility and drive trust with prospects and clients.