Mid Market Account Executive

Summary

Join Obsidian Security as a Mid-Market Account Executive and contribute to the company's growth in SaaS security. This 100% remote role, preferably based in Greater London, focuses on new logo acquisition. You will develop and execute account plans, exceeding sales targets, and demonstrating expertise in Obsidian's offerings. Collaboration with internal and external resources is key, along with accurate pipeline forecasting and active participation in sales enablement. Obsidian offers competitive benefits, including comprehensive healthcare, flexible paid time off, parental leave, and professional development resources. The role requires 5+ years of enterprise sales experience, a strong understanding of sales concepts, and experience with F1000 accounts. Success requires strong prospecting, deal qualification, and the ability to articulate the value proposition to clients.

Requirements

• 5+ years of enterprise sales experience
• Working knowledge of sales concepts, methods and techniques
• Experience evangelizing new technology into F1000 accounts
• Able to maintain and manage existing client relationships and accounts
• Able to utilize existing client and/or C-Level relationships, as well as build new relationships across IT Security as well as other lines of business
• Self Starter that creates and maintains a sales pipeline by capturing accurate and complete information in selected CRM databases including activity, closing, project forecast, close ratios and market intelligence
• Strong ability to understand a customer's business issues and needs and be able to articulate and map back value to a solution
• Strong prospecting skills, deal qualification, and POV management skills, leading to acquisition of new business
• Team player with the ability to collaborate well with internal stakeholders or partners to drive opportunities to closure
• Need to maintain and keep up with market trends, competitor analysis, and market conditions which may impact customers
• Able to learn quickly and ramp to be able to effectively articulate and differentiate the value of our product to prospective clients

Responsibilities

• Proactively, identify, qualify and close sales pipeline across your territory and accounts
• Close business to meet and exceed monthly, quarterly and annual business targets
• Demonstrate an extensive understanding of the Obsidian Security offering and our value to our customers
• Align with our partners and alliances to optimize opportunities
• Partner with internal resources across Sales Engineering, Customer Success and Professional Services
• Demonstrate accurate pipeline forecasting and management
• Actively participate in our sales enablement training

Benefits

• Competitive compensation with equity and 401k
• Comprehensive healthcare with dental and vision coverage
• Flexible paid time off and paid holiday time off
• 12 weeks of new parent or family leave
• Personal and professional development resources