Mid-Market Account Executive

Summary

Join Abnormal Security as a Mid-Market Account Executive and contribute to their sales team by bringing in new small to medium-sized businesses. This full-cycle sales role involves managing the entire deal process from initial prospect contact to closing deals within your assigned territory. The ideal candidate possesses a strong hunter mentality, experience and passion for cybersecurity, team selling skills, and a readiness to make an immediate impact.

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
• Fluent Swedish and English speaker
• 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

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
• 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