Summary
Join Abnormal Security as a Mid-Market Account Executive and contribute to the growth of our sales organization. You will be responsible for acquiring new small to medium-sized business customers, managing the full sales cycle, and exceeding annual recurring revenue quotas. This role requires a hunter mentality, cybersecurity experience, and team selling skills. The ideal candidate will possess strong presentation, qualification, and business case development abilities. Success in this early-stage environment demands grit and the ability to leverage internal resources effectively. Specific territory experience is preferred.
Requirements
- Ability to hunt: a disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise 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 (<3.5k mailbox organizations) from initial conversations through signing a contract and up-selling once theyβre a customer
- Prospect and generate new business opportunities with Mid Market accounts (<3.5k 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
Benefits
- Bonus
- Restricted stock units (RSUs)
- Benefits
- Base salary range: $76,500 β $110,000 USD