中型市场客户经理 - 辛辛那提
Mid-Market Account Executive - Cincinnati
职位描述
Abnormal AI 正在寻找一名中型市场客户经理加入我们位于俄亥俄河谷地区的销售团队。该团队负责通过获取中小型企业客户来推动新业务增长，并扩大 Abnormal 在市场中的影响力。
这是一个完整的销售流程角色，客户经理将负责整个销售过程，从最初的客户挖掘到交易完成，覆盖指定的区域。理想的候选人应具备强烈的猎手思维，对网络安全有真正的热情，在团队销售环境中具有合作经验，并有立即产生影响的动力。
你将负责的工作包括：
- 向指定区域内的客户销售 Abnormal 安全解决方案，目标是超额完成年度经常性收入配额
- 从初次沟通开始，跟进中型客户（<3k 邮箱组织），直至签订合同并实现客户升级销售
- 对中型客户（<3k 邮箱组织）进行客户挖掘和新业务机会的生成，以确保他们能够达成销售目标
- 与客户成功团队合作，确保及时续约和扩展销售机会
- 作为客户/潜在客户的代表，与内部团队（销售工程/观点团队、产品和市场部）沟通，确保适当的优先级以促成更多收入
必备条件
- 位于俄亥俄州辛辛那提
- 2年以上网络安全销售经验
- 4年个人贡献者角色经验
- 跨渠道（客户挖掘、营销、推荐、合作伙伴）具备纪律性的线索生成能力
- 擅长需求评估并向利益相关者展示以 ROI 为导向的价值
- 能够执行可重复的销售流程，注重专注力和时间管理
- 能够有效应对内部和客户采购流程
- 收集并应用客户洞察以提升执行效果
- 在早期阶段、资源有限的环境中表现出色
- 能够跨职能协作（销售工程师、市场、产品、客户成功）
加分项
- 接受过 MEDDIC、MEDDPICC 或《掌控销售》销售方法论培训
查看英文原文
About the Role
Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization in our Ohio Valley. 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
- Located in Cincinati, Ohio
- 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-VY1
A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. 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 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.