About the job
Mid Market Account Executive
Key Responsibilities:
- Drive sales of Abnormal Security solutions within your designated territory, aiming to exceed annual recurring revenue targets.
- Manage Mid Market accounts (organizations with fewer than 3,500 mailboxes) from initial outreach to contract signing and upselling opportunities.
- Identify and develop new business prospects within Mid Market accounts to maintain a robust sales pipeline.
- Collaborate with the Customer Success team to facilitate timely renewals and explore expansion sales.
- Act as a customer advocate by liaising with internal teams, including Sales Engineering, Product, and Marketing, to prioritize actions that drive revenue growth.
Daily Activities:
- Generate leads through a balanced approach, utilizing five lead generation sources:
- AE Sourced: Prospect into Mid Market accounts using cold calls, targeted emails, and leveraging existing relationships.
- Marketing: Promptly follow up on marketing-generated leads, attend events, and engage with inbound inquiries.
- Channel: Partner with channel collaborators to identify new business opportunities.
- Customer: Seek referrals and additional business opportunities from existing customers.
- Conduct discovery meetings to identify pain points and requirements, assessing budget, need, and timing for Abnormal’s offerings.
- Collaborate with Sales Engineering and product teams to effectively communicate Abnormal’s value proposition across various organizational roles, including CISOs, Security Operations Directors, IT Analysts, and CIOs.
- Negotiate deal terms and pricing with prospects, utilizing internal resources to expedite the closing process.
- Work closely with Customer Success to identify upsell opportunities within the customer base.

