Mid-Market Account Executive - Mid-Atlantic - Remote

Overview

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.

In Short

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work Mid Market accounts (<3.5k 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 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.

Requirements

• Ability to hunt: a disciplined approach to early pipeline development.
• 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 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.
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success.
• Cultural fit: VOICE

Benefits

• Eligible for a bonus, restricted stock units (RSUs), and benefits.
• Individual compensation packages based on skills, experience, qualifications and other job-related reasons.
• Comprehensive benefits package.