Mid-Market Account Executive

What you will do

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work non-named accounts from initial conversations through signing a contract and up-selling once they’re a customer.
• Prospect into whitespace accounts and generate new business opportunities to supply enough pipeline coverage 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 prioritization to close more revenue.

Must Haves

• New Business Hunter: Demonstrated 3+ years of direct (vs. overlay) sale experience prospecting, closing new logos and growing accounts against incumbents.
• 2+ years of experience selling in cybersecurity
• Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners)
• Strong at qualifying needs and presenting ROI-driven value to stakeholders
• Executes a repeatable sales process with focus and time management
• Navigates internal and customer buying processes effectively
• Gathers and applies customer insights to improve execution
• Thrives in early-stage, resource-constrained environments
• Collaborates cross-functionally (SEs, Marketing, Product, CS)
• Bachelor’s degree or equivalent work experience
• Sydney or Melbourne based applications only

Nice to Haves

• SPIN, MEDDIC, MEDDPICC, or Command of the Sale sales methodology training