About the Role Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization supporting the Tennessee 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. 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 Base salary range: $90,000 — $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 .

About the Role As an Account Executive, you'll own the full sales cycle and help build our go-to-market foundation. You'll be responsible for driving new business across multiple customer segments, building strategic relationships, and contributing to our overall sales strategy and processes. This role requires an entrepreneurial mindset with the ability to operate independently, build relationships, and thrive in a fast-paced environment where you'll have a significant impact on company growth and revenue. What you'll do Own the complete sales cycle from prospecting to close, focusing on new business acquisition and quota attainment. Build and maintain a robust pipeline based on strong inbound interest for our product Conduct outbound prospecting and cultivate strong relationships with startups and enterprises using our self-serve platform, supporting them to scale usage across their organization. Deliver compelling technical demonstrations and presentations to prospects ranging from individual developers, founders and C-suite executives. Take a consultative approach to understand customer needs, identify pain points, and tailor solutions that demonstrate measurable business impact. Gather competitive intelligence and enterprise customer requirements to inform product development and go-to-market strategy. About You 5+ years of proven B2B sales success with demonstrated ability to meet/exceed quotas in a consultative selling environment Track record closing $100K+ annual contracts and navigating complex, multi-stakeholder sales processes Experience thriving in an early-stage company environment where you've built processes, adapted quickly, and operated with limited resources Ability to understand and communicate complex technical products to both technical and business audiences Deep understanding of AI/ML landscape, including large language models, API architectures, and developer integration patterns commonly used in AI applications. Exceptional presentation and communication abilities across all organizational levels Proficiency with CRM platforms and sales engagement tools Entrepreneurial mindset with ability to work independently, prioritize effectively, and drive results with minimal oversight Bonus Points Experience selling developer tools, AI/ML infrastructure, or API-first products Previous experience as a first sales hire or early sales team member Track record of building sales processes from the ground up Familiarity with PLG (Product-Led Growth) motions and technical evaluation processes

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At Hive, we’re all about creating moments that matter - helping event marketers connect with their biggest fans. Live events bring people together, and our industry-leading platform makes it easier than ever for promoters to grow audiences and drive revenue. We’re looking for a high-performing Account Executive who’s hungry to win, thrives in autonomy, and is motivated by results. This is a true full-cycle sales role - you’ll own everything from pipeline generation to close. If you love the thrill of building your own book of business and beating your number quarter after quarter, this is your stage. What you'll get up to: Own the full sales cycle - from prospecting and cold outreach to negotiation and close Build and manage your pipeline in Salesforce with precision and accountability Drive outbound activity daily - cold calling, personalized emails, video, and LinkedIn outreach Run high-impact discovery calls and product demos that connect customer pain points to Hive’s solutions Stay proactive and agile - prioritize effectively, adapt quickly, and execute with urgency Partner cross-functionally with Marketing and Customer Success to continuously improve our GTM playbook Forecast accurately and consistently hit (or exceed) your quota Who you are: Compensation + benefits: Uncapped earning potential. The compensation structure for this role: Canada: $70,000 CAD base, $50,000 CAD variable pay, for an on-target-earning potential of $120,000 CAD. US: final base salary will be dependent on location and experience High autonomy: we hire smart people and give them the trust and space to perform Work fully remote in Canada or the US: where you’re most productive whether that be from your house, or elsewhere. We just ask that you have legal work authorization in the country you reside in. Unfortunately, we are unable to hire within Quebec, Canada at this time. Flexible work hours: choose your 9-5 as long as it’s not disruptive to your role, team, and Hive Health + Insurance: Comprehensive health & dental coverage with a parental leave top-up program Unlimited vacation/PTO policy: so you can be happy and healthy! About Hive.co Hive.co is the premier marketing platform for event marketers, revolutionizing the industry with its innovative and seamless integration with various ticketing platforms. This integration puts customer data directly at the fingertips of marketers, enabling them to build data-driven customer journeys. We integrate with tech partners like Eventbrite, Ticketmaster, AXS, Dice, Tixr, Etix, and Shopify to let brands act on all their data, so they can easily segment their list in thousands of ways, and send more customized, timely email campaigns that land in inboxes. We pride ourselves on helping brands understand their email and SMS marketing, all while selling more and keeping their customers engaged. We started our company inside a University of Waterloo computer lab in early 2014, graduated from Y Combinator that summer (S14 batch) and have been growing ever since. We strive to provide an online work environment that allows team members to have a strong work life balance while still feeling connected to their team and Hive’s mission. To learn more about our team check out our About Us page on our website: https://www.hive.co/company