Mid Market Account Executive

Abnormal AI 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 (VIC / SA). 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.

• Sell Abnormal security solutions to your defined territory (Victoria, South Australia) 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.

• 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.
• Located in Melbourne (preferred)
• 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

• 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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