Mid Market Account Executive - Northern Indiana

📋 Description

• • Sell Abnormal Security solutions to Mid Market accounts (<3k mailbox organizations) within a defined territory to overachieve new annual recurring revenue quota.
• • Own the full sales cycle from initial prospecting through contract signing and post-sale expansion opportunities.
• • Prospect and generate new business opportunities using multiple channels including outbound prospecting, marketing leads, referrals, and partner collaborations.
• • Engage with Mid Market customers from first contact to closing deals, ensuring a seamless transition to Customer Success for renewals and upsell opportunities.
• • Collaborate cross-functionally with Sales Engineering, Product, Marketing, and Customer Success teams to align on customer needs and prioritize product improvements.
• • Act as the primary voice for customers and prospects within internal teams to influence product roadmap and sales enablement priorities.
• • Qualify customer needs and present ROI-driven value propositions to multiple stakeholders within target organizations.
• • Execute a disciplined, repeatable sales process with strong time management and focus on pipeline health and conversion rates.
• • Navigate complex internal and customer buying processes to remove obstacles and accelerate deal progression.
• • Gather and apply customer insights to refine sales strategies, messaging, and execution for improved win rates.
• • Thrive in a fast-paced, early-stage environment with limited resources and high expectations for individual performance.
• • Maintain accurate CRM records and forecast pipeline with precision to support sales planning and leadership reporting.
• • Contribute to team success by sharing best practices, mentoring peers, and participating in sales enablement initiatives.
• • Consistently exceed quota targets through proactive pipeline development and strategic account management.
• • Represent Abnormal Security at industry events, webinars, and customer meetings to build brand awareness and credibility in the Mid Market segment.
• • Stay current on cybersecurity threats, market trends, and competitive landscape to inform sales conversations and positioning.
• • Work remotely within the Ohio Valley region, with occasional travel for customer meetings, trade shows, or team events as needed.