Account Executive, Mid-Market

Absolute Security; Toronto; Remote; CAD 212,000 - 233,000; Full time

Job summary

Absolute Security is seeking a Mid-Market Account Executive to drive new business among mid-market accounts and nurture existing relationships. You will present product demos, articulate security value, and expand opportunities through partners and customers.

You will own the full sales cycle from outreach to close, collaborating with a broad team. The role requires a proven SaaS/Enterprise sales background and the ability to work in a dynamic, remote-friendly environment.

Qualifications

• Post-secondary education, preferred.
• Minimum 5 years technology sales experience (SaaS and/or Enterprise software sales experience is a plus).
• Preferred Acquisition experience.
• Comfortable using MS Excel, Outlook, Power Point.
• Solid solution acquisition selling experience.
• Show/demonstrate how you have successfully prospected, qualified and closed net new customer acquisition business.
• Familiarity with SFDC or equivalent CRM systems and leveraging CRM as a sales management tool.
• Experience in closing deals with structured sales methodology (Force Management or similar).
• Excellent customer and partner engagement and relationship-building skills.
• Excellent verbal and written communication skills.
• Outgoing, collaborative, responsible, and energized.
• Demonstrated ability to learn technical products and solutions.
• Ability to ensure interactions are always handled professionally and with the highest level of service.

Responsibilities

• Prospecting and Lead Conversion.
• Data mine high potential accounts, identify key accounts & contacts to engage.
• Follow up on all leads provided through marketing resources in a timely and effective manner.
• Develop & maintain a high lead conversion rate.
• Implement and maintain a high daily rate of outbound calling and email campaigns.
• Leverage prospecting tools such as Groove, Zoom and Nav.
• Generate 4x pipeline coverage through strategic prospecting and multi-threaded outreach.
• Define the customers current IT situation, challenges and needs.
• Present Absolute product web demos to prospects and existing customers as a solution to their needs.
• Become a trusted advisor and product expert to all customers regarding endpoint security.
• Share customer best practices when able and acquire customer references.
• Attend onsite customer meetings and events where ROI is high for sales conversion.
• Partner Support (OEM, DRC & VAR).
• Build out an expansive network of lasting relationships with partners in your territory.

Skills

Technology sales

CRM

MS Excel

MS Outlook

PowerPoint

Acquisition

Communication skills

Relationship building

Team collaboration

Education

Post-secondary education

Tools

Salesforce.com

Groove

Zoom

Nav

Clari

Job description

Working as part of Absolute’s award-winning Sales team, Mid-Market Account Executives are primarily responsible for prospecting for new customers, relationship building with our partners, and meeting quarterly sales goals.

While the role’s primary focus is new account acquisition, Mid-Market Account Executives are responsible for providing customer support to existing customers. Mid-Market Account Executives will engage with existing customers to review overall account health, new product offerings, and consultation to help sustain and grow our footprint in these accounts.

Responsibilities will include:

• Prospecting and Lead Conversion
• Data mine high potential accounts, identify key accounts & contacts to engage
• Follow up on all leads provided through marketing resources in a timely and effective manner. Develop & maintain a high lead conversion rate
• Implement and maintain a high daily rate of outbound calling and email campaigns
• Leverage prospecting tools such as Groove, Zoom and Nav.
• Generate 4x pipeline coverage through strategic prospecting, multi‑threaded executive outreach, and field events; rely on partners only to accelerate, never to originate
• Define the customers current IT situation, challenges and needs
• Present Absolute product web demos to prospects and existing customers as a solution to their needs
• Become a trusted advisor and product expert to all customers regarding endpoint security
• Share customer best practices when able and acquire customer references
• Attend onsite customer meetings and events where ROI is high for sales conversion
• Partner Support (OEM, DRC & VAR)
• Build out an expansive network of lasting relationships with partners in your territory
• Offer training through web virtual rooms and onsite visits
• In territory meetings with prospective new customers, current customers, OEM & VAR partners.
• Field partner sales calls to provide sales assistance and expertise
• Assist and provide SKUs and pricing as requested
• CRM
• Manage pipeline, ensuring an accurate forecast with daily updates in Salesforce.com & our forecasting tool Clari
• Build and maintain an effective four quarter rolling 2-3x pipeline in Salesforce.com
• Maintain customer accounts and contact database in Salesforce.com
• Input and record pertinent meetings, emails, phone calls and supporting customer data into Salesforce.com as appointments, activities and/or notes to ensure seamless customer support
• Compile and report revenue numbers, adjusting revenue, probability and close dates consistently as needed
• Reconcile quarterly revenue tracking with finances daily invoice summary
• Administer product upgrades and term extensions as requested
• Assist and implement customer onboarding
• Find, track and expand opportunities with existing customers
• Renew, upsell, expand and cross sell Absolute product portfolio across customer base

Department Initiatives and Knowledge Transfer Activities:

• Attend training sessions offered; grow knowledge of Absolute products/services and internal systems and tools, including Salesforce.com
• Stay current in Marketing collateral and related product / service positioning
• Mentor, coach and assist in the onboarding of new hires
• Build and maintain successful lasting professional relationships with internal support teams
• Contribute to a customer-focused environment that encourages information sharing, team-based sales activity, and an absolute focus on new business, expansion and development
• Work cohesively with sales peers. Share best practices and initiate effective joint coverage model when necessary
• Protect the security and privacy of Absolute and its customers
• Other duties as assigned by management

What You Will Need:

• Post-secondary education, preferred
• Minimum 5 years technology sales experience (SaaS and/or Enterprise software sales experience is a plus)
• Preferred Acquisition experience
• Comfortable using MS Excel, Outlook, Power Point
• Solid solution acquisition selling experience
• Show/demonstrate how you have successfully prospected, qualified and closed net new customer acquisition business
• Familiarity with SFDC or equivalent Customer Relationship Management (CRM) systems and leveraging CRM as a sales management tool
• Experience in closing deals with structured sales methodology (Force Management or similar)
• Excellent customer and partner engagement and relationship-building skills
• Excellent verbal and written communication skills
• Outgoing, collaborative, responsible, and energized
• Demonstrated ability to learn technical products and solutions
• Ability to ensure interactions are always handled professionally and with the highest level of service

Compensation Transparency

The OTE range for this position is from $150,000-165,000 annually; the OTE includes a variable commission component and the pay offered is determined by the market location and may vary depending on job-related knowledge, skills, experience, and internal equity.

Join the “Get Stuff Done” Culture Shaping the Future of Cybersecurity and Resilience

Are you passionate and committed to cybersecurity and cyber resilience in the new era of Frontier AI? If the answer is yes, then Absolute Security may be the home for you.

In the new AI-driven business world, Absolute Security has emerged as a leader in Autonomous Cyber Resilience. Thousands of customers trust our AI-native platform to defend their organizations against threats, reduce risk, and recover immediately from disruptions before they turn into financial losses. Through partnerships with the world’s leading endpoint device manufacturers, Absolute is embedded in the firmware of 600 million endpoints. This unique position gives us an almost ubiquitous presence in the world’s PC and advanced AI workstation environments.

As part of our mission to become the World’s Most Trusted Security Company, we are shaping the next decade of security, compliance, and resilience through innovations that help customers remain defended against AI-driven threats and challenges, stop downtime when disruption hits, and drive meaningful change in the IT and cybersecurity markets. To further our goals, we are searching for the best and brightest to join our Get Stuff Done (GSD) culture. We seek motivated candidates who are innovators, sellers, marketers, financiers, operators, engineers, developers, and customer professionals to join our world-class team.

Gartner, Forrester, IDC, Frost & Sullivan, and other top industry analyst firms recognize Absolute Security as critical to the emerging Cyber Resilience market, and a key competitor in the endpoint management and security, secure network access, and Zero Trust markets. The company has earned prestigious product and leadership honors including the Frost & Sullivan Competitive Strategy & Leadership award, the Cybersecurity Excellence Award for Cyber Resilience solutions, and the SC Magazine Power Players list.

Absolute Security is headquartered in Seattle, Washington, with international offices in Vancouver, BC; Austin, TX; Ankeny, IA; Reading, UK; Tokyo, Japan; and Ho Chi Minh City, Vietnam. As a native work-from-anywhere company, we give employees the flexibility to thrive in remote, hybrid, and in-office environments.

Learn more about Absolute: www.absolute.com, Blog, LinkedIn, YouTube, X

Absolute Security is proud to be an Equal Employment Opportunity and Affimative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at [e-mail]