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Mid-Market Account Executive - Canada

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Location
Canada
Abnormal Security

Job Description

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 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.

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 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
  • Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success.
  • Cultural fit: VOICE
    • Velocity to outpace attackers and outpace our competition
    • Ownership to empower new leaders to step up and take action
    • Intellectual Honesty to uncover the best ideas and the right actions
    • Customer Obsession to focus us on what is most valuable
    • Excellence to achieve our ambition of being the best

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

Advice from our career coach

About the Role: Abnormal Security is seeking a Mid-Market Account Executive to join their Sales team, focusing on acquiring new small to medium-sized business clients. As a full-cycle sales role, you will be responsible for managing the deal cycle from prospecting to closing within your designated territory. To succeed in this role, you will need to possess a hunter mentality, cybersecurity expertise, team selling experience, and the ability to hit the ground running.

  • Emphasize your ability to hunt and generate early pipeline development through various channels such as AE prospecting, marketing, channel partnerships, and customer referrals.
  • Showcase your skills as a good qualifier who can identify customer problems and pain points effectively.
  • Demonstrate your capacity as a presenter by showcasing how you can communicate and demonstrate value based on customer pain points.
  • Highlight your disciplined approach to sales methodology and time management, proving your ability to execute a repeatable process without compromising quality.
  • Illustrate your ability to develop and present a compelling business case to customers that shows high ROI across different dimensions and to multiple stakeholders.
  • Show your proficiency in organizing and documenting customer knowledge and information for future use.
  • Illustrate your aptitude for guiding internal stakeholders through their buying processes efficiently.
  • Exhibit your resilient nature and ability to succeed in an early-stage company environment with limited resources compared to larger organizations.
  • Demonstrate your capability in leveraging various departments such as Sales Engineering, Marketing, Product, and Customer Success to drive revenue growth.
  • Ensure you align with Abnormal Security's cultural values known as VOICE: Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence.

Must-Haves:

  • Ability to hunt effectively and leverage different demand generation strategies.
  • Proficiency in qualifying customer problems and pain points.
  • Strong presentation skills demonstrating value to customers based on their pain points.
  • Disciplined in sales methodology and time management.
  • Ability to develop and present a compelling business case.
  • Skilled in organizing and documenting customer information.
  • Proficient in guiding internal stakeholders through buying processes.
  • Resilient with the ability to succeed in an early-stage environment.
  • Expertise in collaborating with different departments for sales success.
  • Alignment with Abnormal Security's cultural values (VOICE).

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About the job

Sep 25, 2024

Full-time

  1. CA Canada

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