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 throughout Northern Europe with the goal to overachieve new annual recurring revenue quota
- Work Mid Market accounts (<3.5k mailbox organisations) 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 organisations) 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 prioritisation 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 organise 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 organisations
- Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success
- Strong written and spoken communication in Dutch and English
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
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