Mid-Market Account Executive (Belgium)

About Abnormal AI

Abnormal AI is a leader in AI-powered security, dedicated to protecting organizations from advanced threats. Our innovative solutions are designed to address the evolving landscape of cyber risks, empowering businesses to secure their digital assets.

About the Role

Abnormal AI is seeking a motivated Mid-Market Account Executive to join our dynamic Sales organization in Belgium. This team focuses on driving new business growth by acquiring small to medium-sized customers and expanding our market footprint. This is a full-cycle sales role where you will own the entire sales process within a defined territory, from initial prospecting to deal closure.

What You Will Do

• Sell Abnormal security solutions within your defined territory, aiming to exceed new annual recurring revenue quotas.
• Manage Mid-Market accounts (less than 3,000 mailbox organizations) through the entire sales cycle, including initial conversations, contract signing, and up-selling post-customer acquisition.
• Prospect and generate new business opportunities within Mid-Market accounts to build sufficient pipeline to meet sales targets.
• Collaborate with Customer Success to ensure timely renewals and identify expansion sale opportunities.
• Act as a customer advocate by providing feedback to internal teams, including Sales Engineering/POV, Product, and Marketing, to ensure appropriate prioritization for closing revenue.

Must Haves

• 2+ years of experience selling in cybersecurity.
• 4 years in an individual contributor role.
• Disciplined pipeline generation across multiple channels (prospecting, marketing, referrals, partners).
• Proficiency in qualifying needs and presenting ROI-driven value to stakeholders.
• Ability to execute a repeatable sales process with focus and strong time management.
• Skill in navigating internal and customer buying processes effectively.
• Aptitude for gathering and applying customer insights to improve execution.
• Proven ability to thrive in early-stage, resource-constrained environments.
• Strong collaboration skills with cross-functional teams (SEs, Marketing, Product, CS).

Nice to Haves

• MEDDIC, MEDDPICC, or Command of the Sale sales methodology training.

Equal Opportunity Employer

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.