Mid-Market Account Executive (SLED)

As a Mid-Market Account Executive at Abnormal Security, you'll take charge of the entire sales process, responsible for bringing on new clients by prospecting mid-market accounts. Your responsibilities include identifying customer pain points, crafting unique value-driven solutions, and guiding prospects from initial contact through to deal closure. You'll be expected to collaborate with various internal teams, such as sales engineering and marketing, to effectively present your findings and solutions.

To become a successful Mid-Market Account Executive at Abnormal Security, candidates should have at least two years of experience in full-cycle sales and a proven track record of closing complex software deals. Experience in selling SaaS or cybersecurity solutions is critical, along with a demonstrated ability to exceed sales quotas. Candidates who embody a hunter mentality and can demonstrate resilience in a fast-paced, early-stage environment will excel in this position.

The sales process for a Mid-Market Account Executive at Abnormal Security is structured and disciplined. It begins with prospecting potential clients and uncovering their needs. You will qualify leads, present tailored solutions, and develop business cases that resonate with stakeholders. This full-cycle role requires balancing multiple opportunities and demonstrating effective collaboration with various teams to ensure customer satisfaction and successful closings.

As a Mid-Market Account Executive at Abnormal Security, you'll receive robust support from multiple internal teams, including Sales Engineering, Marketing, Product, and Customer Success. This cross-functional collaboration ensures you have the necessary resources and insights to address customer challenges effectively, build strong relationships, and drive deal closings.

The compensation for a Mid-Market Account Executive at Abnormal Security is competitive and based on a variety of factors, including individual skills and experience. The base pay ranges from $76,500 to $110,000, with opportunities for bonuses and restricted stock units (RSUs). We encourage candidates to review our Compensation and Equity Philosophy for a detailed understanding of the benefits and perks associated with this role.

When answering, focus on specific experiences where you successfully managed the sales process from start to finish, highlighting key achievements and strategies that led to your success. Offer examples of how you identified potential leads and converted them into clients, particularly in the cybersecurity sphere.

In your response, emphasize the importance of research and understanding the market landscape. Discuss techniques you use to identify potential customers, like using market data, industry events, or leveraging social selling tools, and articulate your strategies for initial outreach and engagement.

Be prepared to share specific challenges you've encountered in your sales career. Discuss the strategies you employed to overcome objections and resistance from clients, weighing on aspects like negotiation tactics and adaptability in your sales approach.

Illustrate a particular campaign that highlights your skills. Discuss your strategy, execution, and how you measured its success. Focus on collaboration with cross-functional teams and the insights that helped you refine your approach for better results.

To answer this, detail your criteria for assessing leads, such as looking for specific signs of interest, assessing company size, and understanding their pain points. Discussing your process for scoring leads can provide concrete examples of your qualification skills.

Emphasize the importance of putting the customer first in every interaction. Offer examples from your experience where taking a customer-centric approach led to successful outcomes and fostered long-term relationships.

Describe a situation where you built a business case that addressed the specific needs and challenges of a client. Discuss how you tailored your proposal to resonate with their decision-makers, focusing on metrics and value propositions relevant to them.

Share specific methodologies like MEDDIC or Command of the Sale that you have employed. Explain how these frameworks have guided your sales strategy, improved your outcomes, and helped in understanding customer needs better.

Discuss your mindset and approach toward rejection, emphasizing resilience. Share any techniques you use to learn from each experience and refine your sales tactics going forward.

Reflect on personal motivations, such as financial success, professional growth, or the thrill of closing deals. Link these motivations back to how they translate into high-performance metrics, showcasing your dedication to achieving sales goals.