• Proactively cultivate relationships with customers, develop deep understanding of business needs, analyze industry position, and develop sales strategy for each stage of sales cycle • Lead sales pursuits, orchestrate strategy, and leverage key internal resources to provide competitive and compelling solutions and sales plans • Develop and oversees execution of account plans utilizing common sales methodology for multiple accounts • Design and plan assigned customer account strategies • Oversee multiple accounts and lead planning efforts to meet sales goals • Develop strategies to build and manage pipeline and meet short-term and long-term sales goals • Expand network of key internal and external partners to grow sales and impact • Position oneself as a thought leader and trusted advisor to executive-level decision makers • Develop value-proposition presentations and specialized business plans for customers

Title: Mid Market Account Executive, NYC Location: Remote - USA Full-time Job Description: About the Role Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization in our NYC region. This team is responsible for driving new business growth by acquiring small to medium-sized customers and expanding Abnormal&rsquo;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&rsquo;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 - 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-TY1 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&mdash;$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. As part of Abnormal AI's secure hiring practices, we conduct video interviews and validate applicant identity at various stages through our recruitment process. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards. Abnormal AI is committed to protecting your privacy. Please review our Abnormal AI Applicant Privacy Policy for full information about how Abnormal AI uses your personal information. By submitting an application you confirm that you have read and understand the Abnormal AI Applicant Privacy Policy.

• Close minimum 4 deals per month • Manage your pipeline through a CRM (Zoho, HubSpot, Salesforce, etc.) • Handle objections and move deals forward consistently • Operate with a strong results-driven mindset

• Take ownership of the full sales cycle from prospecting to closure • Build a strategic plan for your territory • Create and manage sales sourced outbound opportunities • Execute a land and expand sales strategy to drive widespread adoption and larger deployments • Educate customers on the value of Postman throughout the evaluation and adoption cycle • Navigate key decision makers to build Postman Enterprise awareness within organizations • Leverage data to understand your customers and prospects to gain insight into their business challenges • Provide recommendations based on customers’ business needs and usage patterns • Identify customer needs and collaborate with Postman teammates to ensure long term customer success • Communicate and effectively organize topics appropriately including: billing, legal, security, onboarding, and technical inquiries • Provide a detailed and accurate forecast • Collaborate and work with Solutions Engineering, Customer Success Managers, Sales Development representatives, Leadership, etc. to build strategic adoption plans for customers in large accounts • Be a great listener!