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 current 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
Current Business Hunter: Demonstrated 3+ years of direct (vs. overlay) sale experience prospecting, closing recent 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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