Mid-Market Account Executive

About the Role

Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization in our Belgium team. 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 


• 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