Account Executive, Mid-Market

Summary

Join Abnormal Security as a Mid-Market Account Executive and contribute to our sales team's success in acquiring new small to medium-sized business clients. This full-cycle sales role involves managing the entire sales process, from initial prospecting to contract closure and upselling. The ideal candidate possesses a hunter mentality, cybersecurity expertise, and team selling experience. You will be responsible for exceeding annual recurring revenue quotas, working with various internal teams, and ensuring customer success. The role requires a disciplined approach to sales, strong presentation skills, and the ability to build strong business cases. A strong cultural fit emphasizing velocity, ownership, intellectual honesty, customer obsession, and excellence is essential.

Requirements

• Ability to hunt: a disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into Mid-Market accounts with the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals
• Good qualifier: Ability to uncover/discover customer problems and pains
• Good presenter: the ability to present and demonstrate value based off customer pain points
• Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
• Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
• Ability to extract, document and organize lessons, knowledge and information about customers
• Ability to guide internal stakeholders through their own internal buying processes
• Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success
• Cultural fit: VOICE V elocity to outpace attackers and outpace our competition O wnership to empower new leaders to step up and take action I ntellectual Honesty to uncover the best ideas and the right actions C ustomer Obsession to focus us on what is most valuable E xcellence to achieve our ambition of being the best

Responsibilities

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer
• Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them to hit sales targets
• Work with Customer success to ensure a timely renewal and expansion sale opportunities
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue

Preferred Qualifications

• 2+ years of experience selling in cybersecurity
• 4 Years in an individual contributor role
• MEDDIC, MEDDPICC, or Command of the Sale sales methodology training
• Character fit: Rappid Respect: respect yourself, your co-workers, your clients, your partners. Accountability: The sales representative owns the quota and the results. We want people who are accountable for their results, the health of your pipeline, the success of the sales campaign and getting the resources they need to be successful Passion: The sales professional needs to exude passion about our solution and value proposition. They have to believe that we have the best product in the industry, solving a real problem that no one can solve. Professionalism: The AE must carry themselves professionally at all times. For all interactions with prospects and customers, they must be prepared, show up on time, dress professionally, have an objective and goal, are alert and ready for action Integrity: do the right thing all the time. not once in a while Drive : We want sales people that want to be #1 all the time and take it personally when they aren’t. They have to want to destroy their targets, set high bars for themselves and over achieve

Benefits

• Bonus
• Restricted stock units (RSUs)
• Benefits
• Base salary range: $80,000 — $110,000 USD