<h2>About the Role</h2> <p>Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization and cover our Pittsburgh territory. This team is responsible for driving new business growth by acquiring small to medium-sized customers and expanding Abnormal’s footprint in the market.</p> <p>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.</p> <h2>What you will do </h2> <ul> <li>Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota</li> <li>Work Mid Market accounts (&lt;3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.</li> <li>Prospect and generate new business opportunities with Mid Market accounts (&lt;3k mailbox organizations) to supply enough pipeline for them to hit sales targets.</li> <li>Work with Customer success to ensure a timely renewal and expansion sale opportunities</li> <li>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.</li> </ul> <h2>Must Haves </h2> <ul> <li>2+ years of experience selling in cybersecurity</li> <li>4 Years in an individual contributor role </li> <li>Located in the Greater Pittsburgh area </li> <li>Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners)</li> <li>Strong at qualifying needs and presenting ROI-driven value to stakeholders</li> <li>Executes a repeatable sales process with focus and time management</li> <li>Navigates internal and customer buying processes effectively</li> <li>Gathers and applies customer insights to improve execution</li> <li>Thrives in early-stage, resource-constrained environments</li> <li>Collaborates cross-functionally (SEs, Marketing, Product, CS)</li> </ul> <h2>Nice to Haves</h2> <ul> <li>MEDDIC, MEDDPICC, or Command of the Sale sales methodology training</li> </ul><div><div><div><hr /> <p><br />At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our <span><span><a href="https://careers.abnormalsecurity.com/benefits-perks" target="_blank"><span>Benefits &amp; Perks</span></a></span></span> page.</p></div><div>Base salary range:</div><div><span>$85,000</span><span>—</span><span>$100,000 USD</span></div></div></div><div><p><br />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 <a href="https://abnormal.ai/aap-eeoc-statement" target="_blank"><span><em>click here</em></span></a>. If you would like more information on your EEO rights under the law, please <em><span><a href="https://abnormal.ai/eeoc-poster" target="_blank">click here</a></span></em>.</p></div>

Abnormal Security

Mid Market Account Executive - Pittsburgh

Abnormal Security