Mid Market Account Executive - LATAM

Abnormal Security; United States; Remote; USD 76,000 - 110,000; Full time

Job summary

Join a forward-thinking company as a Mid-Market Account Executive, where you'll leverage your passion for cybersecurity to drive sales in a dynamic environment. This full-cycle sales role involves prospecting, presenting solutions, and collaborating with various teams to ensure customer satisfaction and revenue growth. With a focus on developing new business within Mid-Market accounts, you'll be empowered to make an impact and thrive in a culture that values velocity, ownership, and customer obsession. If you're ready to take on the challenge and excel in your sales career, this opportunity is perfect for you.

Qualifications

• 2+ years of experience in cybersecurity sales is preferred.
• Disciplined approach to sales process execution.
• Ability to present business cases showing ROI.

Responsibilities

• Sell cybersecurity solutions to Mid-Market accounts.
• Prospect and generate new business opportunities.
• Collaborate with Customer Success for renewals and expansions.

Skills

Pipeline Development

Prospecting

Sales Methodology

Presentation Skills

Business Case Development

Customer Understanding

Time Management

Cross-Department Collaboration

Grit

Job description

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 to your defined territory with the goal to overachieve new annual recurring revenue quota.
• Work Mid Market accounts.
• Prospect and generate new business opportunities with Mid Market accounts.
• 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

• Ability to hunt: a disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into Mid-Market 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 organize 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 organizations.
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product, and Customer Success.
• Cultural fit: VOICE
• Velocity to outpace attackers and outpace our competition
• Ownership to empower new leaders to step up and take action
• Intellectual Honesty to uncover the best ideas and the right actions
• Customer Obsession to focus us on what is most valuable
• Excellence to achieve our ambition of being the best

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

#LI-VY1

At Abnormal Security, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications, and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.

Base pay range: $76,500 — $110,000 USD

San Francisco/New York Base pay range: $94,000 — $110,500 USD