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 (<3k 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 (<3k 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 Mid-Market accounts with the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals.
Fluent Dutch and English speaker
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

Character fit: Rappid

Respect: respect yourself, your co-workers, your clients, your partners.
Accountability: The sales representative owns the quota and the results. We want people who are accountable for their results, the health of your pipeline, the success of the sales campaign and getting the resources they need to be successful
Passion: The sales professional needs to exude passion about our solution and value proposition. They have to believe that we have the best product in the industry, solving a real problem that no one can solve.
Professionalism: The AE must carry themselves professionally at all times. For all interactions with prospects and customers, they must be prepared, show up on time, dress professionally, have an objective and goal, are alert and ready for action
Integrity: do the right thing all the time. not once in a while

Drive: We want sales people that want to be #1 all the time and take it personally when they aren’t. They have to want to destroy their targets, set high bars for themselves and over achieve

#LI-CW1

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