Mid Market Account Executive - Kentucky

📋 Description

• • Sell Abnormal Security solutions to Mid Market accounts (fewer than 3,000 mailboxes) within a defined territory to achieve and exceed annual recurring revenue quotas.
• • Own the full sales cycle from initial prospecting and lead generation through contract negotiation and deal closure.
• • Proactively generate new business opportunities using multiple channels including prospecting, marketing campaigns, referrals, and partner networks to maintain a robust sales pipeline.
• • Engage with Mid Market customers from first contact to onboarding, ensuring smooth transition to Customer Success for renewal and expansion opportunities.
• • Collaborate closely with Sales Engineering, Product, and Marketing teams to align on customer needs, prioritize feature requests, and improve sales execution.
• • Present ROI-driven value propositions to multiple stakeholders within target accounts to drive purchasing decisions.
• • Navigate complex internal and customer buying processes, including procurement, legal, and IT approval workflows.
• • Apply customer insights and feedback to refine sales strategies, messaging, and pipeline management practices.
• • Operate effectively in a fast-paced, early-stage environment with limited resources and high growth expectations.
• • Maintain disciplined time management and execute a repeatable, scalable sales process with consistency and focus.
• • Work cross-functionally with Customer Success to identify and pursue upsell and cross-sell opportunities post-sale.
• • Demonstrate a strong hunter mindset with initiative to identify, pursue, and close new accounts independently.
• • Maintain deep knowledge of cybersecurity threats and solutions to effectively communicate Abnormal’s value in protecting email ecosystems.
• • Track and report sales activities, pipeline health, and forecast accuracy using CRM tools and internal systems.
• • Represent the customer voice internally to influence product roadmap and marketing initiatives based on real-world feedback.