Mid-Market Account Executive - ANZ

Remote - Australia

Full Time Executive-level / Director
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Abnormal Security

Abnormal Security provides advanced email security to prevent credential phishing, business email compromise, account takeover, and more.

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About You

  • Mid-Market Account Hunter: Demonstrated 1-2 years of direct (vs. overlay) experience prospecting, closing new logos and growing major accounts against incumbents.
  • Skill in negotiating with mid-large organizations and closing complex sales.
  • Proven performer with consistent over quota performance and/or top 5% of sales org. Can clearly define their quota and attainment, average sales price, and length of Sales cycle.
  • Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
  • Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel.
  • Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including channel, tech partners, initial customer wins, etc.)

In this job, you will bring these skills…

  • 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 organize lessons, knowledge and information about customers
  • Ability to guide internal stakeholders through their own internal buying processes
  • Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations 
  • Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success.
  • Cultural fit: VOICE
    • Velocity to outpace attackers and outpace our competition
    • Ownership to empower new leaders to step up and take action
    • Intellectual Honesty to uncover the best ideas and the right actions
    • Customer Obsession to focus us on what is most valuable
    • Excellence to achieve our ambition of being the best
  • Character fit: RAPPID
    • Respect: respect yourself, your co-workers, your clients, your partners.
    • Accountability:  The sales representative owns the quota and the results. We want people who are accountable for their results, the health of your pipeline, the success of the sales campaign and getting the resources they need to be successful
    • Passion: The sales professional needs to exude passion about our solution and value proposition. They have to believe that we have the best product in the industry, solving a real problem that no one can solve.
    • Professionalism: The AE must carry themselves professionally at all times. For all interactions with prospects and customers, they must be prepared, show up on time, dress professionally, have an objective and goal, are alert and ready for action
    • Integrity: do the right thing all the time. not once in a while
    • Drive: We want sales people that want to be #1 all the time and take it personally when they aren’t. They have to want to destroy their targets, set high bars for themselves and over achieve

Role Responsibilities + Deliverables

  • Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
  • Work Mid Market accounts (<3.5k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.
  • Prospect and generate new business opportunities with Mid Market accounts (<3.5k mailbox organizations) 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 prioritization to close more revenue.

About Abnormal Security

We’re the world’s fastest-growing cybersecurity company, dedicated to making the world a safer place, one inbox at a time. Through applying ML, AI, and behavioral data science to the cybersecurity space, we’re leading the charge on protecting the modern workplace from all types of attacks. We operate from a customer-obsessed mindset, dedicated to creating a best-in-class product that delivers on its promise, and our customers love us for it

We take the same approach with our team as we do with our customers. We’re committed to designing an employee experience that provides interesting and challenging problems to work on in a supportive, low-ego environment. Our seasoned, successful leadership team is passionate about providing endless opportunities for every team member to learn and grow, and our entire company is committed to being 1% better every day. With 4.9 stars on Glassdoor and several recently announced workplace awards, our team thinks it’s going pretty well so far!

We know that it’s our team that makes us successful - and we’re just getting started! You can read more about our team here.

Our Values

Far from gathering dust in some forgotten corner, our values serve as our operating principles for every team member. We clearly define what values drive us, so our entire team works from the same foundation and understanding. From the CEO to the interns, all of us are held accountable to our VOICE Framework.

Our Benefits

Taking care of our team goes beyond the office. Our compensation and benefits philosophy is designed to put attract, motivate, and retain top talent:

Compensation targeted to the 75th percentile (for both base salary and equity)

If we want top performers to join and stay with us, we need to pay accordingly. We pay at the 75th percentile (for both base salary and equity) of our competitive market, and we benchmark to higher cost of living cities (such as San Francisco and New York) no matter where our team members live. We standardize our pay, meaning we pay for the role and level, not for any particular individual’s ability to interview or negotiate well.

Equity is an important part of our total comp strategy

When the company does well, we all do well. Equity is an important and exciting part of our total compensation strategy as a pre-IPO startup. We’re guided by the belief our team members should share in the financial success of our company and grant equity accordingly.

Unlimited PTO

All regular salaried team members enjoy unlimited PTO. We want team members to grow with us and a big part of that is making sure our team has the opportunity to rest and recharge. We also observe 12 holidays every year.

100% of healthcare premium costs covered

Taking care of our team goes beyond the office. We cover 100% of employee health care premium costs. If adding dependents, we contribute 75% of the health care premium cost, so you can be sure that you and your family are in the best possible health.

Remote-first 

Operating as a remote-first company means we get to work with talented folks, no matter where they live. We prioritize a balance of deep focus time with Zoom meetings, and regular in-person events.

As a fast growing startup, we continuously review, improve, and personalize our benefits offerings based on the team’s input. Don’t see something that’s important to you? Let us know!

Our Interview Process

We value transparency at Abnormal, and our interview process is no exception. You can read more about our interview process here.

Next Steps

If this job feels like something that’s a good fit for you, please apply via the link below. We can’t wait to meet you!

INCLUSION MATTERS: Abnormal Security is committed to creating a diverse work environment. All qualified applicants will receive consideration without regard to race, religion, gender, gender identity, sexual orientation, national origin, genetics, disability, age, or veteran status.

Tags: Cloud Cybersecurity Data Science SaaS Security

Perks/benefits: Career development Competitive pay Equity Flex vacation Health care Startup environment Team events Unlimited paid time off

Region: Asia/Pacific
Country: Australia
Job stats:  2  0  0
Category: Sales Jobs
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