Account Executive (Mid Market) (Hybrid)

The Account Executive (Mid Market) at KnowBe4 is responsible for managing customer accounts, driving sales growth, and exceeding monthly quotas. This includes promoting our range of products to small and medium-sized businesses, generating new business leads, maintaining relationships with customers, and providing insightful product information to enhance client security awareness training.

To excel as an Account Executive (Mid Market) at KnowBe4, candidates ideally have a Bachelor’s degree, proven sales experience, particularly in selling software to small and medium enterprises, and familiarity with the IT security sector. Experience with tools like Salesforce is also beneficial, along with strong communication skills and the ability to work independently.

KnowBe4 supports its Account Executive (Mid Market) employees through extensive training and professional development opportunities, a vibrant work culture, and by providing the tools needed for success, such as mentorship programs and access to our product resources. Our team values radical transparency and ownership, which fosters a collaborative environment.

The sales process for an Account Executive (Mid Market) at KnowBe4 involves identifying potential customers, maintaining a pipeline of contacts, and effectively articulating the value of our products. This includes cold calling, networking, and engaging with prospective clients to foster relationships and eventually close sales, while consistently following up on marketing leads.

KnowBe4 offers a range of fantastic benefits for its Account Executive (Mid Market) employees, including company-wide bonuses linked to sales targets, referral bonuses, tuition and certification reimbursement, and a relaxed dress code among others. Together, these benefit programs create a motivating and enjoyable work environment.

To prioritize leads effectively, it’s essential to assess the potential value of each lead based on factors such as company size, industry relevance, and historical engagement. Utilizing CRM tools like Salesforce helps in tracking interactions and maintaining organized follow-ups, enabling an efficient time management strategy.

When discussing experience with IT security products, highlight specific tools you've worked with, your understanding of essential security concepts, and how these products address client needs. Use examples of past successes in selling similar solutions to showcase your readiness for the Account Executive role.

Closing sales with new clients requires a blend of relationship-building and strategic negotiation. It's vital to understand the prospect's pain points, prepare a tailored value proposition, and provide testimonials or case studies that showcase your product's effectiveness. Confidence and a clear call to action can significantly increase the chances of closing the deal.

Handling objections involves active listening to understand the client's concern fully and responding with empathy. It’s crucial to provide clear, factual answers that address their worries, while also steering the conversation to demonstrate the value and benefits of KnowBe4's solutions.

Effective prospect research can involve leveraging LinkedIn, industry publications, and company websites to gather insights on potential clients. It's also helpful to utilize networking opportunities to find pain points that your solutions can address, allowing for a more personalized outreach approach.

Express a strong interest in KnowBe4’s mission to enhance security awareness worldwide. Mention your alignment with the company's culture, commitment to employee development, and how your sales skills would contribute to its success. It’s essential to convey enthusiasm for both the role and the organization's overall objectives.

Using data to drive sales performance involves analyzing metrics from previous deals to identify patterns, automate reporting tasks, and adapt strategies accordingly. Using CRM analytics can spot top-performing products or demographic segments, allowing for targeted approaches that increase conversion rates.

Maintaining client relationships post-sale requires regular follow-ups through email and calls to ensure satisfaction and uncover further needs. Coupling check-ins with value-added content, such as industry news or product updates, enhances client rapport and opens doors for upselling opportunities.

When discussing a successful sale, detail the initial customer interaction, identifying their specific challenges, and how you tailored your approach to meet their needs. Highlight any unique strategies that were employed and the positive outcomes that resulted, showcasing your sales acumen effectively.

Demonstrating knowledge about KnowBe4 involves discussing the company’s mission, its prominent standing in security awareness training, and its innovative product offerings. Articulating how these products address vital issues in cybersecurity will show your readiness to represent the brand confidently and effectively.