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Mid-Market Account Executive

Abnormal Security

Abnormal Security

Sales & Business Development
Remote · United Kingdom
Posted on Friday, February 2, 2024

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 (<3.5k mailbox organisations) 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 (<3.5k mailbox organisations) 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 prioritisation to close more revenue

Must Haves

  • Ability to hunt: a disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals
  • 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 organise 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 organisations
  • Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success
  • Fluency in English and Dutch

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

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