• Generate new business qualified opportunities by working with Tech Partners, SI Partners, XDRs, going direct outbound on named accounts in territory • Actively pitch the value proposition of Fivetran’s Database replication capabilities along with the Fivetran platform at-large • Manage 90-180 day sales cycles with multiple stakeholders and departments to land in an enterprise organization • Negotiate responsible deals and manage the procurement process with legal, deal desk, and deal champions • Develop trusted relationships with internal stakeholders and senior decision makers at large organizations who will evangelize Fivetran throughout their company • As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in person Revenue Bootcamp during their second week at Fivetran. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory part of the onboarding process.

• You sell the Qualtrics platform and become trusted advisors to C-Suite, Director, and VP level leaders • You engage with clients at all points of the sales cycle - including prospecting, product demonstrations, on-site presentations, through close • You drive net-new revenue growth through new logo acquisition and expansion of current accounts • You educate clients on packages and options applicable to their situation, demonstrating how features and benefits match their needs • You develop and execute strategic plans for your territory and create reliable forecasts • You focus on self-development through daily training and enablement

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization in our Wisconsin region. This team is responsible for driving new business growth by acquiring small to medium-sized 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. - Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota. - Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. - Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them 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. Qualifications - 2+ years of experience selling in cybersecurity. - 4 Years in an individual contributor role. - 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). Requirements - MEDDIC, MEDDPICC, or Command of the Sale sales methodology training. Benefits - 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. - Base salary range: $85,000 — $100,000 USD. Company Description 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.

• Sell to high-growth, venture-backed companies • Compress decision cycles by penetrating accounts fast • Communicate account strategy to Databricks Senior Leadership regularly • Allocate Databricks resources to break into new accounts and grow existing accounts • Meet with C-Level Executives to understand Databricks' impact on business outcomes • Exceed activity, pipeline, and revenue targets • Use a creative approach to selling and creating value for customers • Build a plan for success internally and externally