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Abnormal Careers

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&lt;h2&gt;About the Role&lt;/h2&gt;
&lt;p&gt;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 &amp;amp; a passion for cybersecurity, team selling experience, and be ready to hit the ground running.&lt;/p&gt;
&lt;h2&gt;About You&lt;/h2&gt;
&lt;ul&gt;
&lt;li&gt;Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota&lt;/li&gt;
&lt;li&gt;Work Mid Market accounts (&amp;lt;3.5k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.&lt;/li&gt;
&lt;li&gt;Prospect and generate new business opportunities with Mid Market accounts (&amp;lt;3.5k mailbox organizations) to supply enough pipeline for them to hit sales targets.&lt;/li&gt;
&lt;li&gt;Work with Customer success to ensure a timely renewal and expansion sale opportunities&lt;/li&gt;
&lt;li&gt;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.&lt;/li&gt;
&lt;/ul&gt;
&lt;h2&gt;Must Haves &amp;nbsp;&lt;/h2&gt;
&lt;ul&gt;
&lt;li&gt;Based in New York or New Jersey&amp;nbsp;&lt;/li&gt;
&lt;li&gt;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.&lt;/li&gt;
&lt;li&gt;Good qualifier: Ability to uncover/discover customer problems and pains&lt;/li&gt;
&lt;li&gt;Good presenter: the ability to present and demonstrate value based off customer pain points.&lt;/li&gt;
&lt;li&gt;Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality&lt;/li&gt;
&lt;li&gt;Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders&lt;/li&gt;
&lt;li&gt;Ability to extract, document and organize lessons, knowledge and information about customers&lt;/li&gt;
&lt;li&gt;Ability to guide internal stakeholders through their own internal buying processes&lt;/li&gt;
&lt;li&gt;Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations&amp;nbsp;&lt;/li&gt;
&lt;li&gt;Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success.&lt;/li&gt;
&lt;li&gt;Cultural fit: VOICE
&lt;ul&gt;
&lt;li&gt;&lt;strong&gt;V&lt;/strong&gt;elocity to outpace attackers and outpace our competition&lt;/li&gt;
&lt;li&gt;&lt;strong&gt;O&lt;/strong&gt;wnership to empower new leaders to step up and take action&lt;/li&gt;
&lt;li&gt;&lt;strong&gt;I&lt;/strong&gt;ntellectual Honesty to uncover the best ideas and the right actions&lt;/li&gt;
&lt;li&gt;&lt;strong&gt;C&lt;/strong&gt;ustomer Obsession to focus us on what is most valuable&lt;/li&gt;
&lt;li&gt;&lt;strong&gt;E&lt;/strong&gt;xcellence to achieve our ambition of being the best&lt;/li&gt;
&lt;/ul&gt;
&lt;/li&gt;
&lt;/ul&gt;
&lt;h2&gt;Nice to Haves&lt;/h2&gt;
&lt;ul&gt;
&lt;li&gt;2+ years of experience selling in cybersecurity&lt;/li&gt;
&lt;li&gt;4 Years in an individual contributor role&lt;/li&gt;
&lt;li&gt;MEDDIC, MEDDPICC, or Command of the Sale sales methodology training&lt;/li&gt;
&lt;/ul&gt;
&lt;p&gt;&lt;span data-sheets-root=&quot;1&quot;&gt;#LI-VY1&lt;/span&gt;&lt;/p&gt;&lt;div class=&quot;content-pay-transparency&quot;&gt;&lt;div class=&quot;pay-input&quot;&gt;&lt;div class=&quot;description&quot;&gt;&lt;hr&gt;
&lt;p&gt;&lt;br&gt;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 &lt;span style=&quot;text-decoration: underline;&quot;&gt;&lt;span style=&quot;font-size: 18px;&quot;&gt;&lt;a href=&quot;https://careers.abnormalsecurity.com/benefits-perks&quot; target=&quot;_blank&quot;&gt;&lt;span style=&quot;font-size: 16px;&quot;&gt;Benefits &amp;amp; Perks&lt;/span&gt;&lt;/a&gt;&lt;/span&gt;&lt;/span&gt; page.&lt;/p&gt;&lt;/div&gt;&lt;div class=&quot;title&quot;&gt;Base salary range:&lt;/div&gt;&lt;div class=&quot;pay-range&quot;&gt;&lt;span&gt;$76,500&lt;/span&gt;&lt;span class=&quot;divider&quot;&gt;&amp;mdash;&lt;/span&gt;&lt;span&gt;$110,000 USD&lt;/span&gt;&lt;/div&gt;&lt;/div&gt;&lt;/div&gt;