Mid Market Account Executive

Posted:
9/16/2024, 3:47:33 AM

Experience Level(s):
Expert or higher ⋅ Senior

Field(s):
Sales & Account Management

Workplace Type:
Remote

Pay:
$112/hr or $232,960 total comp

About the Role

Abnormal Security is looking for a Mid-Market Account Executive to join our Sales org. The Mid-Market sales team is responsible for bringing new, small to medium-sized business into Abnormal’s portfolio of customers. This is a full-cycle sales role, working the deal cycle from prospect to close for accounts located in your territory. The ideal candidate will have a hunter mentality, experience in & a passion for cybersecurity, team selling experience, and be ready to hit the ground running.

What you will do 

  • 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.

Must Haves 

  • 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
    • Velocity to outpace attackers and outpace our competition
    • Ownership to empower new leaders to step up and take action
    • Intellectual Honesty to uncover the best ideas and the right actions
    • Customer Obsession to focus us on what is most valuable
    • Excellence to achieve our ambition of being the best

Nice to Haves

  • 2+ years of experience selling in cybersecurity
  • 4 Years in an individual contributor role 
  • MEDDIC, MEDDPICC, or Command of the Sale sales methodology training

#LI-AD1

Abnormal Security

Website: https://abnormalsecurity.com/

Headquarter Location: San Francisco, California, United States

Employee Count: 501-1000

Year Founded: 2018

IPO Status: Private

Last Funding Type: Venture - Series Unknown

Industries: Cyber Security ⋅ Email ⋅ Information Technology ⋅ Network Security ⋅ Security