Offer summary

Qualifications:

5+ years of experience in MSSP/MSP sales within cybersecurity or SaaS sectors., Deep knowledge of MSSP business models and alignment of technical solutions with services., Proven track record of driving channel revenue and building partner programs., Excellent presentation and interpersonal skills for relationship building..

Key responsibilities:

Identify, recruit, and onboard strategic MSSP partners.

Own sell-to and sell-through responsibilities for MSSP accounts.

Develop and execute joint business plans with revenue targets and market strategies.

Collaborate with Channel Marketing to drive demand generation campaigns.

Job description

Location: US Remote

About the Role

Abnormal AI is seeking a driven and strategic MSSP Account Executive to join our high-performing Channel Management Team. In this role, you’ll be instrumental in accelerating growth through deep engagement with Managed Security Service Providers (MSSPs), developing collaborative business plans, and driving scalable revenue. You’ll work across functional teams and directly with partner stakeholders—from executive leadership to sales and technical teams—to ensure Abnormal AI is positioned as a vital part of their go-to-market strategy. We’re looking for someone with a deep knowledge of the MSSP ecosystem, strong sales acumen, and the ability to navigate fast-paced, high-growth environments.

What you will do

Identify, recruit, and onboard strategic MSSP partners aligned with our growth objectives.
Own the full spectrum of sell-to and sell-through responsibilities for MSSP accounts.
Develop and execute joint business plans, including revenue targets, market penetration strategies, and partner enablement initiatives.
Drive pipeline growth and partner-sourced bookings by achieving KPIs including: new business meetings, pipeline dollar goals, and share of total bookings.
Collaborate with Channel Marketing to build and execute demand generation campaigns that drive customer engagement and deal flow.
Lead account mapping sessions and coordinate partner engagement across both sales and technical functions.
Forecast and provide regular reporting on partner performance, pipeline health, and deal progression.
Serve as a trusted advisor to sales and engineering leadership on channel strategy, territory planning, and partner performance.
Maintain a deep understanding of Abnormal AI’s solutions, competitive landscape, and value propositions.

Must Haves

5+ years of experience in MSSP/MSP sales within the cybersecurity or SaaS sectors, preferably at a high-growth startup.
Deep knowledge of MSSP business models and how to align technical solutions with their service offerings.
Proven track record of driving channel revenue and building successful, scalable partner programs.
Excellent presentation skills with the ability to clearly articulate how Abnormal AI solves customer pain points.
Strong interpersonal and discovery skills, with the ability to build trusted, long-term relationships at all levels of a partner organization.
High technical acumen—able to translate complex technology into business value.
Extremely organized with the ability to manage multiple partner initiatives and follow through on execution.
Resilience and “startup grit”—comfortable operating with limited resources and proactively solving challenges.
Effective cross-functional collaborator, able to work with Sales Engineering, Marketing, BDRs, Product, and Customer Success teams.
Seen as a go-to partner and trusted collaborator by internal leadership on strategic decisions beyond core channel duties (e.g., hiring, territory planning, team structure, etc.).