Director, Central Mid Market Sales

About the Role

The day-to-day responsibilities of this role will involve developing and executing regional and national go-to-market strategies, leading a team of senior sales professionals, and driving organizational change and scalability. The Director will also cultivate executive-level relationships with key customers, prospects, and partners, and oversee forecasting and performance metrics to ensure accuracy and operational excellence.

As a key contributor to Abnormal's long-term growth strategy, the Director of Central Mid-Market Sales will play a crucial role in defining how the company expands into new markets, scales revenue operations, and empowers a world-class sales organization to protect customers from advanced cybersecurity threats.

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
• Analyze market trends and competitor activity, identifying opportunities to drive growth and improve sales performance
• Collaborate with the sales operations team to optimize sales processes and tools, ensuring seamless execution and maximum efficiency

What We Are Looking For

• 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
  00K–$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
• Proficiency in Excel and other sales analytics tools

Nice to Have

• Experience with sales automation and CRM systems
• Knowledge of cybersecurity trends and emerging threats
• Familiarity with cloud-based sales platforms and tools
• Certification in sales leadership or a related field

Benefits and Perks

• Competitive base salary and bonus structure
• Equity and stock options
• Comprehensive benefits package, including health, dental, and vision insurance
• 401(k) matching and retirement planning
• Flexible PTO and vacation policy
• Remote work stipend and home office setup support
• Access to cutting-edge sales tools and training programs
• Opportunities for professional growth and career development

• Make sure to highlight your experience with sales analytics tools, such as Excel, and your ability to drive data-driven sales decisions.
• Showcase your understanding of the cybersecurity landscape and emerging trends, demonstrating your value as a strategic sales leader.
• Prepare to discuss your approach to sales strategy development and execution, including your experience with consultative and value-based sales methodologies.
• Be ready to provide specific examples of your success in leading high-performing sales teams and driving revenue growth in the cybersecurity space.
• Research Abnormal Security's products and services, and be prepared to discuss how you can leverage your skills and experience to drive growth and expansion in the North American market.
• Emphasize your ability to build and maintain strong relationships with executive-level stakeholders, and your experience with cross-functional collaboration and alignment.