Mid Market Account Executive - job 1 of 2
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.
- Fluent Dutch and English speaker
- 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
Character fit: Rappid
- Respect: respect yourself, your co-workers, your clients, your partners.
- Accountability: The sales representative owns the quota and the results. We want people who are accountable for their results, the health of your pipeline, the success of the sales campaign and getting the resources they need to be successful
- Passion: The sales professional needs to exude passion about our solution and value proposition. They have to believe that we have the best product in the industry, solving a real problem that no one can solve.
- Professionalism: The AE must carry themselves professionally at all times. For all interactions with prospects and customers, they must be prepared, show up on time, dress professionally, have an objective and goal, are alert and ready for action
- Integrity: do the right thing all the time. not once in a while
- Drive: We want sales people that want to be #1 all the time and take it personally when they aren’t. They have to want to destroy their targets, set high bars for themselves and over achieve
#LI-CW1
Average salary estimate
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Are you a motivated salesperson with a passion for cybersecurity? Abnormal Security is on the lookout for a Mid-Market Account Executive to join our dynamic team remotely from the Netherlands! In this full-cycle sales position, you’ll be responsible for bringing in new small to medium-sized businesses into our customer portfolio. Your primary focus will be on generating new business opportunities and guiding potential clients from initial conversations all the way through to contract signing and beyond. You’ll need to harness your hunter mentality and prospecting skills to effectively develop your own pipeline and exceed our annual recurring revenue goals. Collaborating closely with Customer Success will be crucial for ensuring seamless renewals and expansion sales as you build lasting relationships with your mid-market accounts. If you’re excited about the idea of impacting a growing organization while leveraging your skills in a supportive environment, Abnormal Security might be the right fit for you. We are looking for individuals who display grit, strong communication skills, and an understanding of sales methodologies. If this sounds like you, we invite you to take the leap and check out the opportunities awaiting you with us at Abnormal Security!
Abnormal Security's Mission is to make the world a safer place through new applications of Machine Learning and AI technologies. We have started with email security, but that is just the beginning.
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