Account Executive, Mid-Market (Florida)

Absolute Security; Florida; Hybrid; USD 200,000 - 220,000; Full time

Benefits offered by this job

Remote/hybrid/onsite flexibility

Job summary

Absolute Security invites an experienced Mid-Market Account Executive to drive new customer acquisition and expand existing footprints across the Eastern United States, with preferred residency in Florida. You will prospect at scale, engage partners, and travel to client meetings, while leveraging CRM tools and product demos to close opportunities.

This role focuses on new business growth and strategic account expansion within the East Coast, requiring leadership in pipeline management and

Qualifications

• Post-secondary education preferred.
• Minimum 5 years technology sales experience (SaaS and/or Enterprise software sales experience is a plus).
• Demonstrated success selling into customers across the Eastern United States, with an existing network of business and technology decision makers preferred.

Responsibilities

• Prospecting and Lead Conversion: data mine high potential accounts, identify key accounts & contacts to engage; follow up on leads; develop & maintain high lead conversion rate; outbound calling and email campaigns; leverage prospecting tools (Groove, Zoom, Nav).
• Customer Engagement: travel to East Coast for meetings, briefings, partner engagement, events; define customer IT situation, challenges and needs; present Absolute product demos; become trusted advisor on endpoint security; acquire customer references; attend onsite meetings and events for high ROI.
• Partner Support: build network with OEM/DRC/VAR partners; provide training; engage in territory meetings; field partner sales calls; assist with SKUs and pricing.
• CRM: manage pipeline in Salesforce.com and Clari; maintain 4-quarter rolling pipeline; maintain accounts; log meetings and activities for seamless support.
• Post-sales: report revenue numbers; reconcile quarterly revenue; administer product upgrades; onboarding; expand opportunities with existing customers; renew upsell cross-sell Absolute portfolio.
• Department Initiatives: training; stay current with marketing collateral; mentor new hires; maintain relationships with internal teams; contribute to customer-focused environment; share best practices; protect security and privacy.

Skills

SaaS sales

Enterprise software

Territory sales

CRM Salesforce

Prospecting

Negotiation

Communication

Education

Post-secondary education

Tools

Groove

Zoom

Nav

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.

Location & Territory

This role is responsible for driving new customer acquisition and account growth throughout the Eastern United States. Candidates should ideally reside in Florida and have the ability to travel throughout the assigned East Coast territory for customer meetings, partner engagement, industry events, and field-based sales activities. Candidates located elsewhere within the Eastern United States may be considered if they possess a strong track record selling into the region and can effectively support the territory.

Responsibilities

• Pre-sales
  • 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
  • Customer Engagement
    • Travel throughout the East Coast territory to support customer meetings, executive briefings, partner engagement, and industry events.
    • 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
• Post-sales
  • 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)
  • Demonstrated success selling into customers across the Eastern United States, with an existing network of business and technology decision makers preferred.
  • 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 On-Target Earnings (OTE) range for this position is expected to be between $200,000 and $220,000 USD annually, including base salary and variable commission components. Actual compensation will be determined based on factors such as experience, skills, qualifications, demonstrated sales performance, geographic market considerations, 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

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.