Summary
Join our team as a SLED Account Hunter and sell Abnormal Security solutions to Enterprise level territory with the goal of overachieving new annual recurring revenue quota. You'll work on State/Local Government & K-12 Education accounts, build pipeline through lead generation, conduct discovery calls, and work alongside sales engineering and product teams to demonstrate value proposition.
Requirements
- SLED Account Hunter: Demonstrated 5+ years of direct (vs. overlay) SLED experience prospecting, closing new logos and growing major accounts against incumbents
- Skill in negotiating with State/Local Government and K-12 organizations and closing complex sales
- Proven performer with consistent over quota performance and/or top 5% of sales org
- Technically competent: Conversant in key areas: security, email, cloud, AI, etc
- Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel
- Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
- Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into State/Local & K-12 accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals
- Good qualifier: Ability to uncover / discover customer problems pains
- Good presenter: 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, BDRs, Product and Customer Success
Responsibilities
- Build pipeline by balancing five sources of lead generation: AE Sourced, Marketing, BDR, Channel, and Customer
- Conduct discovery calls/meetings to uncover prospect pain points and needs
- Work alongside sales engineering, product and founders to demonstrate and communicate Abnormalβs value proposition to prospects
- Work deals until there is a mutual action agreement going into a proof-of-value (POV) with prospects so that their assessment of the product coincides with the business needs
- Work with Sales Engineering to ensure that communication of POV effectively demonstrates value against what the prospect is looking for (i.e. Mutual Action Agreement)
- Work with prospects to negotiate with legal and procurement on deal terms and pricing
- Working alongside Customer Success to uncover opportunity with customers for up-selling and/or cross-selling of additional products in the future
- Document progress on deals (i.e. stages, notes) within SFDC to keep pipeline up-to-date for accurate forecasting
- Communicate asks from prospects/customers to Product and Engineering teams for more customer-centric prioritization of our product roadmap
Preferred Qualifications
BS/BA degree or equivalent work experience