SMB Account Executive, Cyber Security & Data Privacy - Boston, MA

DeleteMe; Boston (MA); Remote; USD 60,000 - 100,000; Full time

Job summary

An innovative company is seeking a dynamic SMB Account Executive to drive sales in the Cyber Security and Data Privacy sectors. This role involves managing inbound leads, converting them into sales, and expanding existing customer relationships. The ideal candidate will possess a strong understanding of the cyber security landscape and a proven track record in sales, particularly with senior information security professionals. This position offers the opportunity to work in a fast-paced, growth-oriented environment where your contributions will directly impact the company's success.

Qualifications

• 3+ years of experience selling to senior corporate information security personas.
• Mastery of a recognized sales methodology and deal qualification system.

Responsibilities

• Manage and convert inbound sales pipeline into successful transactions.
• Negotiate pricing and contractual terms to achieve desirable outcomes.
• Conduct formal weekly pipeline reviews using Salesforce.

Skills

Cyber Security Knowledge

Data Privacy Expertise

Sales Methodology Mastery

Communication Skills

Negotiation Skills

Organizational Skills

Self-Driven

Tools

Salesforce

Job description

About Abine, The Online Privacy Company

Abine is the online privacy company that makes easy-to-use tools for consumers and businesses to control what personal information companies, third parties, and other people see about them online.

Although the notion of privacy isn’t new, privacy in an interconnected, digital world is much more difficult to navigate. When our founders Rob Shavell, Andrew Sudbury, and Eugene Kuznetsov got together in a small office in Cambridge, MA years ago and agreed that this was emerging as a major problem on the web, Abine was born. Because the ways that third parties are collecting people’s information is constantly changing, Abine has evolved to address these challenges for today and tomorrow.

Abine is led by a passionate team, backed by premier investment firms, and supercharged by a strong mission to empower consumers with privacy.

Job Title: SMB Account Executive, Cyber Security & Data Privacy

Location: Remote - Boston, MA - US

Job Summary:

Account Executives work on the front lines of the company, increasing product awareness and providing solutions for data privacy and organizational risk management. Charged with converting qualified leads into new logo wins and subsequent subscription expansion, this is a high-visibility role within Abine, critical to the organization's continued growth and success. The ideal Account Executive will position Abine’s flagship technology, DeleteMe, to prospective enterprise customers across a wide array of industries and market segments. An Account Executive will successfully guide prospects through a defined solution-based sales process to an informed decision resulting in six-figure transactions and multi-year contractual commitments. Qualified candidates possess a customer-first attitude, demonstrable track record of consistent quota attainment, and experience navigating complex sales in the data privacy and/or cyber security domain.

Job Responsibilities:

Manage and convert inbound pipeline into sales

Self-generate qualified pipeline to ensure consistent velocity toward monthly quota attainment

Leverage SPIN (or alike) to skillfully conduct comprehensive discovery

Leverage MEDDPICC (or alike) to forecast accurately, identify risk, and disqualify weak opportunities early

Negotiate pricing, packaging, and contractual terms to achieve timely and mutually desirable outcomes

Coordinate internal resources and key external stakeholders to successfully complete customer's legal, security, and compliance requirements

Embrace a disciplined cadence of activity for consistent and measurable top-of-the-funnel inputs

Conduct formal weekly pipeline reviews that ensure correct coverage and accurate forecasting, using Salesforce is the source of truth

Attend regular Deal Desk and Pre-Call Planning meetings to gameplan new logo and expansion engagements

Partner cross-functionally to ensure smooth pre-sale to post-sale transition

Activate existing customers to refer and expansion by consistently delivering value, follow-through, and mindful communication

Engage in routine sales trainings and incorporate new systems and processes into the sales cycle

Job Requirements:

Reside in Boston, MA Area

Domain knowledge of Cyber Security and Data Privacy

Prior training and working knowledge of information security concepts, and related compliance standards and regulatory practices

3yrs+ experience selling to CISO, CIO, or other senior corporate information security personas

Mastery of at least one generally accepted sales methodology and deal qualification system

Superior verbal and written communication skills

Impeccable organization skills

Highly competitive, adaptive, and coachable

Comfortable in an early-stage, fast-growth environment

Self-driven, high learning orientation, and growth mindset