Account Executive, Mid-Market - New England

As an Account Executive, Mid-Market at Abnormal Security, your primary responsibilities will include selling our security solutions to your assigned territory, prospecting new business opportunities, and guiding customers from initial conversations to contract signing. You'll also collaborate with Customer Success to secure renewals and ensure any upsell opportunities are maximized. Your role encompasses the full sales cycle, from generating leads to closing deals, making it essential to have a disciplined approach to pipeline development.

To be considered for the Account Executive, Mid-Market position at Abnormal Security, candidates should possess a strong sales background, ideally with 2+ years of experience in cybersecurity sales. Demonstrated ability in prospecting, time management, and systematizing the sales process will be critical. Familiarity with sales methodologies such as MEDDIC or MEDDPICC is a plus. A genuine passion for cybersecurity and the ability to articulate value to various stakeholders are also essential.

At Abnormal Security, our sales team is structured to provide robust support for Account Executives. This includes collaboration with Sales Engineering to address technical inquiries and working closely with the Marketing team to ensure alignment on leads and campaigns. Additionally, you'll have access to Customer Success for timely renewals and expansion discussions, allowing you to focus on developing strong relationships with your clients and meeting your sales goals effectively.

Abnormal Security prides itself on a distinct culture that emphasizes respect, accountability, and passion. Our values encourage you to take ownership of your results, push for excellence, and engage in continuous learning. In this environment, you will be empowered to innovate and share ideas, fostering a collaborative atmosphere where your input is valued, and your professional growth is a priority.

Compensation for the Account Executive, Mid-Market position at Abnormal Security includes a competitive base salary ranging from $90,000 to $110,000, depending on experience and qualifications. In addition to your salary, you may be eligible for bonuses, restricted stock units (RSUs), and a robust benefits package designed to support your overall well-being. We recognize that total compensation is important, and our approach is tailored to each individual, taking into account their skills and contributions.

In answering this question, focus on outlining specific strategies such as leveraging LinkedIn for outreach, crafting personalized email campaigns, and using industry research to identify potential needs of prospects. Emphasize the importance of persistence, and data-driven approaches to build a healthy pipeline, as well as engaging with marketing materials to attract the right leads.

Discuss your familiarity with a structured sales methodology such as MEDDIC or a similar approach. Elaborate on how following a systematic process aids in understanding the customer's needs, tracking progress, and ensuring all necessary requirements are met before closing a deal. Showcasing your success stories will demonstrate the importance of discipline in achieving results.

When faced with objections, it's crucial to listen actively and validate the prospect's concerns. Share techniques such as asking probing questions to uncover the root of their hesitation, and pivoting the conversation by presenting tailored solutions. Use examples from your past experiences to illustrate how you turned objections into opportunities.

In your response, highlight personal motivations such as achieving sales targets, building long-lasting client relationships, and the thrill of overcoming challenges. Describe how these elements inspire you to continuously improve your skills and strive for excellence in your performance.

Provide a specific example where you identified additional needs from an existing client and presented a case for upselling. Discuss the approach you took to ensure client satisfaction while demonstrating value, and explain the outcome of your efforts towards expanding the relationship with the customer.

Elaborate on your approach to account prioritization, such as using CRM tools to assess potential revenue, evaluating client engagement levels, and identifying key accounts that align with your sales goals. Discuss how effective prioritization maximizes your productivity and contributes to meeting your sales targets.

Emphasize the synergy that teamwork brings to the sales process, and provide examples of how you've collaborated with other departments, such as marketing or customer success, to achieve shared objectives. Highlight your belief in leveraging diverse skills and perspectives for optimal results.

Discuss your strategies for keeping up with current trends in cybersecurity, such as subscribing to industry newsletters, participating in webinars, or engaging in professional networks. Highlight how this knowledge allows you to provide informed solutions and establish credibility with prospects.

Choose a specific achievement that reflects your skills and abilities as an Account Executive. Provide context for the challenges faced, the actions you undertook, and the results achieved. Articulate how this experience positioned you for future success and helped develop your sales expertise.

Share your strategies for establishing rapport, such as finding common ground early in conversations, actively listening to the client's needs, and maintaining follow-ups. Highlight the importance of authenticity and trust in building long-term relationships.