Commercial Account Executive

Summary

Join Abnormal Security as a Commercial Account Executive and contribute to the growth of our sales organization by acquiring new small business customers. 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 new annual recurring revenue quotas and collaborating with internal teams to ensure customer success and revenue generation. The role requires a disciplined approach to sales, strong presentation skills, and the ability to build strong business cases. A strong understanding of leveraging internal resources and a cultural fit emphasizing velocity, ownership, intellectual honesty, customer obsession, and excellence are crucial.

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 on 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 Commercial accounts (<250 mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer
• Prospect and generate new business opportunities with Commercial accounts (<250 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

• 1+ years of experience selling in cybersecurity or SaaS
• 3 Years in an individual contributor role
• MEDDIC, MEDDPICC, or Command of the Sale sales methodology training

Benefits

• Bonus
• Restricted stock units (RSUs)
• Benefits