Mid-Market Account Executive

Abnormal Company; Port Macquarie; Presencial; AUD 120 000 - 180 000; Tempo integral

Resumo da oferta

Abnormal AI is seeking a Mid-Market Account Executive to drive new business growth across Australia. You will own the end-to-end sales cycle from prospecting whitespace accounts to closing new logos and expanding footprint with existing customers.

In this role you will qualify ROI-driven needs, collaborate with SEs, Marketing, Product and CS, and work with Sydney or Melbourne-based teams to ensure renewals and expansions. A 3+ year track record in cybersecurity is preferred.

Qualificações

• 3+ years of direct (vs. overlay) sales experience closing new logos and growing accounts.
• 2+ years of experience selling in cybersecurity.
• Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners).
• Strong at qualifying needs and presenting ROI-driven value to stakeholders.
• Executes a repeatable sales process with focus and time management.
• Navigates internal and customer buying processes effectively.
• Gathers and applies customer insights to improve execution.
• Thrives in early-stage, resource-constrained environments.
• Collaborates cross-functionally (SEs, Marketing, Product, CS).
• Bachelor’s degree or equivalent work experience.

Responsabilidades

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota.
• Work non-named accounts from initial conversations through signing a contract and up-selling once they’re a customer.
• Prospect into whitespace accounts and generate new business opportunities to supply enough pipeline coverage 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 to ensure appropriate prioritization to close more revenue.

Conhecimentos

New business hunter

Cybersecurity sales

Pipeline generation

Qualifying ROI needs

Time management

Cross-functional collaboration

Stakeholder communication

Formação académica

Bachelor’s degree or equivalent

Ferramentas

SPIN

MEDDIC

MEDDPICC

Command of the Sale

Descrição da oferta de emprego

Job Description

About the Role

Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organisation in Australia. This team is responsible for driving new business growth by acquiring new customers and expanding Abnormal’s footprint in the market.

What you will do

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work non-named accounts from initial conversations through signing a contract and up-selling once they’re a customer.
• Prospect into whitespace accounts and generate new business opportunities to supply enough pipeline coverage 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.

Must Haves

• New Business Hunter: Demonstrated 3+ years of direct (vs. overlay) sale experience prospecting, closing new logos and growing accounts against incumbents.
• 2+ years of experience selling in cybersecurity
• Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners)
• Strong at qualifying needs and presenting ROI-driven value to stakeholders
• Executes a repeatable sales process with focus and time management
• Navigates internal and customer buying processes effectively
• Gathers and applies customer insights to improve execution
• Thrives in early-stage, resource-constrained environments
• Collaborates cross-functionally (SEs, Marketing, Product, CS)
• Bachelor’s degree or equivalent work experience
• Sydney or Melbourne based applications only

Nice to Haves

• SPIN, MEDDIC, MEDDPICC, or Command of the Sale sales methodology training

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