Mid-Market Sales Manager

Abnormal AI is seeking a highly motivated sales leader to join their Sales organization as a Sales Manager for the Mid-Market Sales Team. This role involves team development, driving revenue growth, and exceeding sales targets while maintaining exceptional professionalism. The Sales Manager will recruit and manage a sales team, develop account strategies, and build partnerships with customers and channel partners.

Responsibilities:

• 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 that focuses 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

Requirements:

• 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 higher value transactions above $100K+
• Experience establishing and fostering strong relationships with potential partners and customers at executive levels
• Strong presentation and communications skills, competent translating technical features into business value
• Outstanding verbal, written, and presentation skills
• Comfortable working in a highly fast-paced environment
• Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, etc.) is a plus