Sales Manager, Mid-Market Sales

About the Role

Abnormal AI is seeking a highly motivated sales leader to join our Sales organization as a Sales Manager for the Mid-Market Sales Team. This sales leader will be responsible for all elements of team development – recruitment, hiring, enablement, and management of a sales team, as well as driving revenue growth and exceeding sales targets within their Region. This person must be passionate about the extraordinary value Abnormal is providing to our customers and conduct themselves with exceptional professionalism, honesty, and integrity.

What You Will Do

• Recruit and hire a world-class team of sellers, on time and on budget.
• Clearly articulate, manage, and enable sellers to hit all key productivity metrics and milestones of growth.
• Instill a disciplined approach to pipeline generation, leveraging all available resources, including field sales, marketing, channel partners, and sales development, to accelerate new business.
• Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.
• Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation/proof-of-concept program.
• Build a strong partnership with existing customers focused on value realization and customer retention, delivered through high renewal rates, rapid upsell expansion, and customer referrals.
• Effectively forecast monthly/quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
• Develop strategic relationships with existing channel partners and the development of new channel partners.

Must Haves

• Minimum 5+ years of sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking, and/or software solutions.
• Minimum of 3+ years leading a sales team focused on growing new business and new logos.
• Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline.
• A winner, someone who holds themselves accountable to consistent over-achievement.
• Successful experience closing complex sales with multiple buying influences in new or emerging solution categories.
• Experience managing and closing deals of $30K+ as well as higher value transactions above $100K+.
• Experience establishing and fostering strong relationships with potential partners and customers at executive levels.
• Strong presentation and communication skills, competent in translating technical features into business value.
• Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, etc.) is a plus.
• Outstanding verbal, written, and presentation skills.
• Comfortable working in a highly fast-paced environment.

Compensation

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: $163,200—$192,000 USD

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. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.