About the Role Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization and grow our Oregon market. 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. What you will do - 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. Must Haves - 2+ years of experience selling in cybersecurity - 4 Years in an individual contributor role - Located in Oregon - 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) Nice to Haves - MEDDIC, MEDDPICC, or Command of the Sale sales methodology training #LI-VY1 Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Base salary range: $85,000—$100,000 USD 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 click here. If you would like more information on your EEO rights under the law, please click here.

Responsibilities include: Revenue & Pipeline Generation - Achieve quarterly and annual quotas for partner-sourced and partner-influenced CARR. - Own and manage a pipeline of partnership opportunities across Quavo's four strategic partnership categories: Issuer Processor Managed Services (OEM/White-Label) and Distribution Platforms (Embedded/Rev Share) - Accurately forecast joint revenue with partners and maintain pipeline visibility through CRM. Partner Development & Management - Source, recruit, and activate new strategic partners — with primary focus on Tier 1 and Tier 2 issuer processors (Fiserv, FIS, Jack Henry, Velera, Galileo, Marqeta, i2c, TSYS/Global Payments) and digital banking platforms (Q2 Holdings, Alkami, Glia, Backbase, Narmi, Finastra). - Manage the complete partner lifecycle: initial outreach, value assessment, pilot/POC scoping, contract negotiation, and ongoing performance management. - Cultivate and maintain executive-level relationships (SVP+) at partner organizations, ensuring alignment on priorities and accountability to commitments. - Develop and maintain a portfolio of 10–15 active partner relationships at various stages of engagement. Go-to-Market Execution - Develop and execute joint go-to-market campaigns, co-marketing initiatives, and co-sell motions with partners to expand market reach. - Build joint solution narratives tailored to each partner category (e.g., "detect + resolve" for fraud partners, "comply + execute" for compliance partners). - Coordinate co-branded collateral, joint webinars, conference presence, and partner portal listings with Quavo's Marketing team. - Support partner enablement by training partners to position, market, and sell Quavo's solutions effectively. Cross-Functional Collaboration - Work closely with Product, Engineering, Sales, Marketing, Implementations, Legal, and Customer Success teams to align on partnership strategies, integration requirements, and joint initiative execution. - Provide market intelligence on industry trends, competitive landscape, and partner ecosystem developments to inform Quavo's partnership strategy. - Support Legal in structuring OEM, white-label, reseller, referral, and data licensing agreements. Strategic Input & Reporting - Provide input to strategic decisions affecting the partnership function, including partner prioritization, pricing models, and revenue-share structures. - Maintain accurate partner records and pipeline data in CRM (Salesforce), supporting data-driven decision-making. - Deliver quarterly partner performance reviews and contribute to board-level partnership updates. Required Qualifications: - 5+ years of experience commercializing SaaS partnership agreements and contracts in financial services, payments, and/or the fraud/disputes sector. - Demonstrated experience working with or selling to issuer processors (Fiserv, FIS, Jack Henry, Velera, TSYS/Global Payments) or payment networks (Visa, Mastercard). - Partnership work experience at companies servicing fraud, disputes, identity, chargeback, payments, or BaaS industries with financial institutions as end customers. - Proven track record of initiating and closing OEM, white-label, embedded, or reseller partnership agreements — not just referral relationships. - Experience generating pipeline and revenue through strategic partnerships, with demonstrated ability to meet or exceed quota targets. - Strong negotiation, relationship-building, and closing skills in a partnership context, with comfort navigating large, complex organizations with 12–18 month sales cycles. - Excellent communication skills with the ability to articulate value propositions and influence stakeholders at SVP+ levels. - Experience with CRM platforms (Salesforce preferred) for pipeline management and forecasting. - Willingness to travel for partner meetings and industry events (33%+ annually). Preferred Qualifications: - Experience in a high-growth or PE/VC-backed technology company environment. - Existing relationships within the issuer processor managed services ecosystem (Fiserv Output Solutions, FIS Disputes, Jack Henry Symitar/Episys, Velera/PSCU). - Familiarity with digital banking platforms (Q2 Holdings, Alkami, Narmi, Backbase, Finastra) and their FI distribution models. - Experience with data licensing or data monetization partnerships in the financial services sector. - Understanding of Regulation E, Regulation Z, and chargeback lifecycle processes. - Background in fraud detection, identity verification, or risk analytics technology (NICE Actimize, Verafin, Early Warning/Zelle, FICO, Feedzai, Socure). - Experience structuring revenue-share, OEM licensing, and per-transaction pricing models. - Bachelor's degree or equivalent combination of education and experience.

• Develops the strategy of the sales territory • Identifies strategic partnerships and plans territory development • Researches and generates new leads through various prospecting activities • Builds relationships and drives alignment with key GTM partners • Prepares sales and activity reports as required

Job Title Senior Account Executive Job Description About The Position | Major Goals and Objectives and Location Requirements: The D/Cipher-MNI Senior Account Executive is responsible for assessing the market potential of prospective accounts and building meaningful relationships with local, regional, and national businesses to understand and solve their marketing challenges. This role is ideal for a proven sales professional and marketing leader who thrives in a consultative, relationship-driven environment and is motivated to grow and maintain a high-performing territory. The ideal candidate will identify, develop, and expand client relationships through face-to-face meetings, strategic prospecting, industry events, branding initiatives, presentations, and by penetrating organizations at the highest decision-making levels. The Senior Account Executive works closely with clients, advertising agencies, and internal teams to design and execute integrated advertising and marketing programs that align with client objectives and deliver measurable results against key performance indicators (KPIs) including the following key responsibilities: - Develop and manage a robust sales territory by building brand equity, driving business development, and selling advertising solutions throughout regional markets. - Bring a deep understanding of Ad-Tech solutions, end-to-end digital media products and media solutions in order to confidently position customized, results-driven strategies. - Cultivate and grow high-level relationships with clients and advertising agencies using a consultative, insight-driven sales approach, driving new growth from new brand and agency accounts. - Identify and unlock revenue opportunities within existing brand and agency relationships to drive incremental growth. - Provide ongoing client management, including regular performance reviews, marketing plan optimization, educational events, and client entertainment. - Deliver consistent updates to management on sales pipeline, percent-to-goal, territory performance, opportunities, and regional challenges. - Conduct thorough client needs analyses to uncover marketing pain points and develop targeted strategies to address them. - Consistently exceed annual revenue goals. This role is remote, however travel to the office will be required as appropriate given business needs. About The Team | The Team and/or Brand: D/Cipher is People Inc.’s in-house Media platform and activation team, fueled by the rich user engagement data of People Inc., the nation’s largest publisher. D/Cipher helps advertisers make informed media buying decisions on and off People Inc. content. Media Now Interactive (MNI), part of the People Inc. family, has been a trusted partner to regional and national agencies and brands for over 55 years, and is an integral distribution channel for the People Media offerings. The D/Cipher-MNI team provides a single point of contact for multi-platform, customized, and targeted advertising solutions. From research and strategy to execution and analysis, the team offers a comprehensive suite of digital products, services, and integrated opportunities designed to efficiently and effectively reach audiences in select markets. About The Position’s Contributions: Weight % Accountabilities, Actions, and Expected Measurable Results: 55%: Achieve revenue goals established by the company for both existing and developmental accounts. Sell advertising and digital solutions while providing ongoing service to advertising agencies and direct clients. Evaluate the advertising revenue potential of assigned accounts and communicate advertiser marketing needs to sales management, research, production, and promotion teams to develop impactful, customized presentations. Maintain strong, positive relationships with clients and internal stakeholders. 20%: Proactively prospect new business opportunities across the territory, including B2C and B2B clients, through consistent outreach, face-to-face meetings, presentations, events, entertainment, and other business development efforts. 10%: Collaborate with internal D/Cipher-MNI teams—including planning, marketing, research, account management, and ad-ops—to develop integrated media plans and compelling sales support materials. 10%: Leverage published data and industry insights to approach advertisers with informed sensitivity to their business challenges. Present solutions to key decision-makers using written and visual materials. Manage and execute client- selected solutions while delivering exceptional customer service. 5%: Provide timely and accurate monthly, quarterly, and ad-hoc reports to management. Maintain accurate performance records and generate additional reporting as required. Perform other duties as assigned. The Role’s Minimum Qualifications and Job Requirements: Education: - College degree preferred, or equivalent work experience. Experience: - 5-7 Years of Ad-Tech Solutions selling as well as relevant digital media sales - Proven track record of sales success, often exceeding $3MM-$5MM, and development of effective sales presentations. Specific Knowledge, Skills, Certifications and Abilities: - Business development and Ad-Tech specialist with a demonstrated ability to grow client and agency relationships through prospecting, lead generation, and deep organizational engagement. - Exceptional presentation, communication, and interpersonal skills. - Direct Ad-Tech Experience in advertising sales with the ability to develop, present, and sell high-level media strategies and marketing plans to C-level executives and agency teams. - Highly driven and entrepreneurial, with a passion for success, strong business acumen, excellent time management skills, and a strong work ethic. - Proven history of exceeding revenue goals, north of $3MM, and consistently overachieving. - Knowledge of competitive media strengths and weaknesses preferred. - Excellent organizational, multitasking, and problem-solving abilities. - Ability to thrive in a collaborative, competitive, and fast-paced environment. - Professional demeanor with strong customer service skills. - Self-starter capable of working independently and adapting quickly to varying sales situations. - Valid U.S. driver’s license required. Approximate Travel Requirement: 40% It is the policy of People Inc. to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, the Company will provide reasonable accommodations for qualified individuals with disabilities. Accommodation requests can be made by emailing hr@people.inc. The Company participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: https://www.e-verify.gov/employees Pay Range Salary: Remote: $115,000.00 - $135,000.00 The pay range above represents the anticipated low and high end of the pay range for this position and may change in the future. Actual pay may vary and may be above or below the range based on various factors including but not limited to work location, experience, and performance. The range listed is just one component of People Inc's total compensation package for employees. Other compensation may include annual bonuses, and short- and long-term incentives. In addition, People Inc. provides to employees (and their eligible family members) a variety of benefits, including medical, dental, vision, prescription drug coverage, unlimited paid time off (PTO), adoption or surrogate assistance, donation matching, tuition reimbursement, basic life insurance, basic accidental death & dismemberment, supplemental life insurance, supplemental accident insurance, commuter benefits, short term and long term disability, health savings and flexible spending accounts, family care benefits, a generous 401K savings plan with a company match program, 10-12 paid holidays annually, and generous paid parental leave (birthing and non-birthing parents), all of which may vary depending on the specific nature of your employment with People Inc. and your work location. We also offer voluntary benefits such as pet insurance, accident, critical and hospital indemnity health insurance coverage, life and disability insurance. #NMG#