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 will be a results-oriented individual with a passion for cybersecurity, experience in team selling, and a proven ability to generate leads and close deals. You will be responsible for working with various internal teams to ensure customer satisfaction and successful revenue generation. The role requires a disciplined approach to sales methodology, strong presentation skills, and the ability to build strong relationships with customers and internal stakeholders. Success in this role demands grit and adaptability in a fast-paced environment.

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