Mid-Market Account Executive

Summary

Join Abnormal Security as a Mid-Market Account Executive and contribute to the growth of our sales organization by acquiring new small to medium-sized 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 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 understanding of cybersecurity and a cultural fit emphasizing velocity, ownership, intellectual honesty, customer obsession, and excellence are 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

Benefits

• Bonus
• Restricted stock units (RSUs)
• Benefits
• Base salary range: $76,500 — $110,000 USD