Abnormal Security · 11 hours ago

Account Executive, Mid-Market - New England

Remote - USA

Full-time

Remote

Mid Level

$90K/yr - $110K/yr

4+ years exp

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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.

Qualification

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Sales MethodologyCybersecurity SalesProspectingAccount ManagementBusiness Case DevelopmentTeam SellingCustomer ObsessionMEDDICMEDDPICCCommand of the Sale

Required

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, Ownership, Intellectual Honesty, Customer Obsession, Excellence.