Mid-Market Account Executive

About the role

Abnormal is seeking a driven Mid-Market Account Executive to join our team in Australia, focusing on acquiring new business within the cybersecurity sector. This position encompasses the entire sales process, from initial outreach to closing deals, within a specified territory. The ideal candidate will be a proactive sales professional with a keen interest in cybersecurity and a collaborative approach to selling.

Key facts

What you'll do

• Achieve and surpass annual recurring revenue targets in your designated territory by effectively selling Abnormal's innovative security solutions.
• Oversee the entire account management process, starting from the first contact to contract finalization, while identifying opportunities for growth after the sale.
• Create new business prospects by actively reaching out to unassigned accounts, ensuring a sales pipeline to meet your objectives.
• Work closely with Customer Success teams to facilitate contract renewals and pinpoint opportunities for account expansion.
• Serve as a key point of contact between clients and internal teams, including Sales Engineering, Product, and Marketing, to advocate for customer requirements and streamline deal closures.
• Conduct thorough market research to identify potential clients and understand their unique needs and challenges.
• Develop and deliver compelling presentations and product demonstrations tailored to the specific needs of prospective clients.
• Maintain accurate records of sales activities and client interactions in the CRM system to ensure transparency and effective follow-up.
• Collaborate with marketing teams to align sales strategies with promotional campaigns and lead generation efforts.
• Participate in training sessions and workshops to continuously enhance your sales skills and product knowledge.
• Analyze sales data and market trends to refine sales strategies and improve performance.
• Foster strong relationships with clients to enhance customer loyalty and retention.

Requirements

• At least 3 years of experience in direct sales, with a focus on prospecting, acquiring new clients, and expanding existing accounts in a competitive landscape.
• A minimum of 2 years of experience in selling cybersecurity solutions, demonstrating a solid understanding of the industry.
• Proven track record of generating a sales pipeline through various methods, including direct outreach, marketing leads, referrals, and partnerships.
• Strong ability to identify customer needs and articulate value propositions that effectively demonstrate return on investment to key stakeholders.
• Experience in executing a structured sales process, managing time efficiently, and navigating complex decision-making processes within organizations.
• Ability to gather and analyze customer insights to drive improved sales performance.
• Comfortable working in fast-paced, early-stage environments with limited resources.
• Proven experience collaborating cross-functionally with teams such as Sales Engineering, Marketing, Product, and Customer Success.
• A Bachelor's degree or equivalent professional experience is required.
• Candidates must be located in Sydney or Melbourne.

Nice to have

• Familiarity with sales methodologies such as SPIN, MEDDIC, MEDDPICC, or Command of the Sale is a plus.
• Previous experience in a startup or technology-focused environment.
• Understanding of the latest trends and developments in the cybersecurity landscape.

Skills & tools

• Proficiency in CRM software and sales analytics tools is essential.
• Strong communication and interpersonal skills to effectively engage with clients and internal teams.
• Ability to adapt to new technologies and tools that enhance sales processes.

Practical notes

• Abnormal AI employs AI-assisted tools to aid its recruitment team in preparing for interviews by analyzing resumes and job requirements to suggest pertinent questions. However, these tools do not make hiring decisions.
• All hiring decisions are ultimately made by human recruiters.
• Abnormal AI is committed to being an equal opportunity employer.
• Applications are reviewed promptly, and candidates can expect feedback within two weeks.
• The compensation package includes a base salary, equity, annual bonuses, and benefits, with the base salary being contingent on experience, skills, qualifications, and location.
• The company prioritizes the privacy of applicants and adheres to its Applicant Privacy Policy.

About the company

Advanced email protection to prevent credential phishing, business email compromise, account takeover, and more.