The role involves selling Abnormal security solutions to mid-market accounts, managing the full sales cycle from prospecting to closing deals, and collaborating with internal teams to drive customer success and upsell opportunities.
About the Role
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.
What you will do- 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
#LI-LR1
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
Top Skills
Cybersecurity
Sales Methodologies
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