Mid-Market Account Executive

About the Role

Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organisation in Australia. This team is responsible for driving new business growth by acquiring new 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 security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work non-named accounts from initial conversations through signing a contract and up-selling once they’re a customer.
• Prospect into whitespace accounts and generate new business opportunities to supply enough pipeline coverage 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 

• New Business Hunter: Demonstrated 3+ years of direct (vs. overlay) sale experience prospecting, closing new logos and growing accounts against incumbents.
• 2+ years of experience selling in cybersecurity
• 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)
• Bachelor’s degree or equivalent work experience
• Sydney or Melbourne based applications only

Nice to Haves

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

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