Mid-market Account Executive - London, United Kingdom - Abnormal Security

Abnormal Security
Abnormal Security
Verified Company
London, United Kingdom

1 month ago

Tom O´Connor

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Tom O´Connor

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Description

About the Role:


What you will do:


  • Sell Abnormal security solutions throughout Northern Europe with the goal to overachieve new annual recurring revenue quota
  • Work Mid Market accounts (<3.5k mailbox organisations) from initial conversations through signing a contract and upselling once they're a customer
  • Prospect and generate new business opportunities with Mid Market accounts (<3.5k mailbox organisations) to supply enough pipeline for them to hit sales targets
  • 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 prioritisation to close more revenue

Must Haves:


  • Ability to hunt: a disciplined approach to early pipeline development.
Comfortable and have demonstrated ability to prospect into enterprise 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 organise lessons, knowledge and information about customers
  • Ability to guide internal stakeholders through their own internal buying processes
  • Grit; ability to find success in an earlystage environment without all the resources/teams available to much larger organisations
  • Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success
  • Strong written and spoken communication in Swedish and English

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
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