About the Role

Abnormal AI is seeking a dynamic and experienced Director of Central Mid-Market Sales to lead a high-performing sales organization responsible for accelerating new business growth across North America. This strategic leader will define and execute long-term sales strategies to expand Abnormal’s footprint, penetrate new markets, and drive sustainable revenue growth.

The ideal candidate is a proven sales executive with deep cybersecurity expertise, a track record of leading and scaling teams that exceed quota, and the ability to collaborate cross-functionally to deliver meaningful business outcomes. This person will embody Abnormal’s values of integrity, excellence, and customer obsession, while inspiring their team to deliver extraordinary results.

What you will do 

• Develop and execute regional and national go-to-market strategies to achieve aggressive revenue and market share goals.
• Lead, coach, and develop a team of senior sales professionals, creating a culture of accountability, collaboration, and continuous improvement.
• Drive organizational change and scalability by designing repeatable processes, productivity frameworks, and performance standards.
• Influence cross-functional strategy by partnering closely with Marketing, Product, and Customer Success to align market feedback with company priorities.
• Cultivate executive-level relationships with key customers, prospects, and partners to accelerate business growth and strengthen Abnormal’s market position.
• Oversee forecasting and performance metrics, ensuring accuracy, predictability, and operational excellence in revenue reporting.
• Expand the partner ecosystem, developing strategic relationships with new and existing channel partners to maximize regional impact.
• Represent the voice of the field in strategic planning sessions with senior leadership, contributing to company-wide growth initiatives and budgetary decisions.

Must Haves 

• 6+ years of experience leading high-performing sales teams focused on acquiring new business and new logos.
  3+ years of direct cybersecurity sales experience, with a consistent record of exceeding multi-million-dollar revenue targets.
• Proven ability to design and implement comprehensive sales strategies that achieve long-term business objectives.
• Demonstrated success in influencing executive stakeholders and driving alignment across cross-functional teams.
• Strong market analysis and business acumen, with the ability to identify emerging opportunities and competitive trends.
• Expertise in managing complex enterprise sales cycles with multiple stakeholders and deal sizes of $100K–$500K+.
• Exceptional leadership, communication, and organizational skills, with a passion for developing talent and scaling teams.
• Experience leveraging consultative and value-based sales methodologies (e.g., Force Management, Challenger Sale).
• Ability to operate effectively in a high-growth, fast-paced environment, balancing strategic vision with hands-on execution.

As a Director of Mid-Market Sales, you will be a key contributor to Abnormal AI’s long-term growth strategy. You’ll help define how we expand into new markets, scale revenue operations, and empower a world-class sales organization to protect customers from the most advanced cybersecurity threats.

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