Description
About The RoleAbnormal 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 doSell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quotaWork 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 opportunitiesBe 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 HavesAbility 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 Swedish and English speakerGood qualifier: Ability to uncover/discover customer problems and painsGood 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 qualityAbility to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholdersAbility to extract, document and organize lessons, knowledge and information about customersAbility to guide internal stakeholders through their own internal buying processesGrit; 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: VOICEVelocity to outpace attackers and outpace our competitionOwnership to empower new leaders to step up and take actionIntellectual Honesty to uncover the best ideas and the right actionsCustomer Obsession to focus us on what is most valuableExcellence to achieve our ambition of being the bestNice to Haves2+ years of experience selling in cybersecurity4 Years in an individual contributor role MEDDIC, MEDDPICC, or Command of the Sale sales methodology trainingCharacter fit: RappidRespect: 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 successfulPassion: 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 actionIntegrity: do the right thing all the time. not once in a whileDrive: 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