Mid-Market Account Executive

High-level Responsibilities:

• 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 (<3.5k mailbox organizations) 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.

Day-to-day Responsibilities:

• Build pipeline by balancing five sources of lead generation:
  • AE Sourced: Prospect into Enterprise accounts (<3.5k mailbox organizations) within their territory using cold-calling, targeted emails and introductions through existing relationships.
  • Marketing: Follow-up in a timely fashion on marketing-driven leads including going to events and following up with prospects, responding to inbound leads.
  • Channel: work with channel partners to uncover new opportunities
  • Customer: work with customers to gain referrals and find add-on business
• Conduct discovery calls/meetings to uncover prospect pain points and needs. Assess whether there is budget, need and appropriate timing for Abnormal’s product offerings.
• Work alongside sales engineering, product and founders to demonstrate and communicate Abnormal’s value proposition to prospects. AEs will be communicating value throughout an organization to multiple personas including CISOs, Director of Security
• Operations, IT Analysts, Security Analysts, CIOs (in some cases) amongst others.
• Work deals until there is a mutual action agreement going into a proof-of-value (POV) with prospects so that their assessment of the product coincides with the business needs.
• Work with Sales Engineering to ensure that communication of POV effectively demonstrates value against what the prospect is looking for (i.e. Mutual Action Agreement).
• Work with prospects to negotiate with legal and procurement on deal terms and pricing. Use internal resources (legal, finance, business operations) to keep deals moving and get them to close.
• Working alongside Customer Success to uncover opportunity with customers for up-selling and/or cross-selling of additional products in the future.
• Document progress on deals (i.e. stages, notes) within SFDC to keep pipeline up-to-date for accurate forecasting.
• Communicate asks from prospects/customers to Product and Engineering teams for more customer-centric prioritization of our product roadmap.
• Accurately forecast expected revenue between +10% / -5%

Ideal candidate:

• Mid Market Account Hunter: Demonstrated 1-2 years of direct (vs. overlay) experience prospecting, closing new logos and growing major accounts against incumbents.
• Skill in negotiating with mid-large organizations and closing complex sales.
• Proven performer with consistent over quota performance and/or top 5% of sales org
• Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
• Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel
• Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
• BS/BA degree or equivalent work experience

Skill set:

• Ability to hunt: 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 pains
• Good presenter: 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 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 without all the resources/teams available to much larger organizations

#LI-RJ1