Mid-Market Account Executive

Summary

Join Abnormal Security as a Mid-Market Account Executive and contribute to their growing customer base. This full-cycle sales role involves selling security solutions to small and medium-sized businesses within a defined territory. You will be responsible for managing the entire sales cycle, from initial prospecting to contract signing and upselling. The ideal candidate possesses a hunter mentality, cybersecurity expertise, team selling experience, and a strong drive to succeed.

Requirements

• Must be located in the Greater Detroit area
• 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
• 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 they’re 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

• At Abnormal Security certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits
• Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons
• Base pay range: $76,500 — $110,000 USD
• San Francisco/New York Base pay range: $94,000 — $110,500 USD