Mid-Market Account Executive

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Abnormal Security

πŸ’΅ $76k-$110k
πŸ“Remote - United States

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 β€” $110,000 USD
  • San Francisco/New York Base pay range: $94,000 β€” $110,500 USD
This job is filled or no longer available

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