Minimum 5 years technology sales experience (SaaS and/or Enterprise software sales experience is a plus)
Preferred Acquisition experience
Comfortable using MS Excel, Outlook, Power Point
Solid solution acquisition selling experience Show/demonstrate how you have successfully prospected, qualified and closed net new customer acquisition business
Familiarity with SFDC or equivalent Customer Relationship Management (CRM) systems and leveraging CRM as a sales management tool
Experience in closing deals with structured sales methodology (Force Management or similar)
Excellent customer and partner engagement and relationship-building skills
Excellent verbal and written communication skills
Outgoing, collaborative, responsible, and energized
Demonstrated ability to learn technical products and solutions
Ability to ensure interactions are always handled professionally and with the highest level of service
Full description
Working as part of Absolute’s award-winning Sales team, Mid-Market Account Executives are primarily responsible for prospecting for new customers, relationship building with our partners, and meeting quarterly sales goals.
While the role’s primary focus is new account acquisition, Mid-Market Account Executives are responsible for providing customer support to existing customers. Mid-Market Account Executives will engage with existing customers to review overall account health, new product offerings, and consultation to help sustain and grow our footprint in these accounts.
Responsibilities will include:
Pre-sales:
Prospecting and Lead Conversion
Data mine high potential accounts, identify key accounts & contacts to engage
Follow up on all leads provided through marketing resources in a timely and effective manner. Develop & maintain a high lead conversion rate
Implement and maintain a high daily rate of outbound calling and email campaigns
Leverage prospecting tools such as Groove, Zoom and Nav.
Generate 4x pipeline coverage through strategic prospecting, multi‑threaded executive outreach, and field events; rely on partners only to accelerate, never to originate
Customer Engagement
Define the customers current IT situation, challenges and needs
Present Absolute product web demos to prospects and existing customers as a solution to their needs
Become a trusted advisor and product expert to all customers regarding endpoint security
Share customer best practices when able and acquire customer references
Attend onsite customer meetings and events where ROI is high for sales conversion
Partner Support (OEM, DRC & VAR)
Build out an expansive network of lasting relationships with partners in your territory
Offer training through web virtual rooms and onsite visits
In territory meetings with prospective new customers, current customers, OEM & VAR partners.
Field partner sales calls to provide sales assistance and expertise
Assist and provide SKUs and pricing as requested
CRM
Manage pipeline, ensuring an accurate forecast with daily updates in Salesforce.com & our forecasting tool Clari
Build and maintain an effective four quarter rolling 2-3x pipeline in Salesforce.com
Maintain customer accounts and contact database in Salesforce.com
Input and record pertinent meetings, emails, phone calls and supporting customer data into Salesforce.com as appointments, activities and/or notes to ensure seamless customer support
Post-sales:
Compile and report revenue numbers, adjusting revenue, probability and close dates consistently as needed
Account Executive, Mid-Market at absolute (Remote) — aijobsearch
Reconcile quarterly revenue tracking with finances daily invoice summary
Administer product upgrades and term extensions as requested
Assist and implement customer onboarding
Find, track and expand opportunities with existing customers
Renew, upsell, expand and cross sell Absolute product portfolio across customer base
Department Initiatives and Knowledge Transfer Activities:
Attend training sessions offered; grow knowledge of Absolute products/services and internal systems and tools, including Salesforce.com
Stay current in Marketing collateral and related product / service positioning
Mentor, coach and assist in the onboarding of new hires
Build and maintain successful lasting professional relationships with internal support teams
Contribute to a customer-focused environment that encourages information sharing, team-based sales activity, and an absolute focus on new business, expansion and development
Work cohesively with sales peers. Share best practices and initiate effective joint coverage model when necessary
Protect the security and privacy of Absolute and its customers
Other duties as assigned by management
What You Will Need:
Post-secondary education, preferred
Minimum 5 years technology sales experience (SaaS and/or Enterprise software sales experience is a plus)
Preferred Acquisition experience
Comfortable using MS Excel, Outlook, Power Point
Solid solution acquisition selling experience
Show/demonstrate how you have successfully prospected, qualified and closed net new customer acquisition business
Familiarity with SFDC or equivalent Customer Relationship Management (CRM) systems and leveraging CRM as a sales management tool
Experience in closing deals with structured sales methodology (Force Management or similar)
Excellent customer and partner engagement and relationship-building skills
Excellent verbal and written communication skills
Outgoing, collaborative, responsible, and energized
Demonstrated ability to learn technical products and solutions
Ability to ensure interactions are always handled professionally and with the highest level of service
Compensation Transparency
The OTE range for this position is from $150,000-165,000 annually; the OTE includes a variable commission component and the pay offered is determined by the market location and may vary depending on job-related knowledge, skills, experience, and internal equity.
Join the “Get Stuff Done” Culture Shaping the Future of Cybersecurity and Resilience
Are you passionate and committed to cybersecurity and cyber resilience in the new era of Frontier AI? If the answer is yes, then Absolute Security may be the home for you.
In the new AI-driven business world, Absolute Security has emerged as a leader in Autonomous Cyber Resilience. Thousands of customers trust our AI-native platform to defend their organizations against threats, reduce risk, and recover immediately from disruptions before they turn into financial losses. Through partnerships with the world’s leading endpoint device manufacturers, Absolute is embedded in the firmware of 600 million endpoints. This unique position gives us an almost ubiquitous presence in the world’s PC and advanced AI workstation environments.
As part of our mission to become the World’s Most Trusted Security Company, we are shaping the next decade of security, compliance, and resilience through innovations that help customers remain defended against AI-driven threats and challenges, stop downtime when disruption hits, and drive meaningful change in the IT and cybersecurity markets. To further our goals, we are searching for the best and brightest to join our Get Stuff Done (GSD) culture. We seek motivated candidates who are innovators, sellers, marketers, financiers, operators, engineers, developers, and customer professionals to join our world-class team.
Gartner, Forrester, IDC, Frost & Sullivan, and other top industry analyst firms recognize Absolute Security as critical to the emerging Cyber Resilience market, and a key competitor in the endpoint management and security, secure network access, and Zero Trust markets. The company has earned prestigious product and leadership honors including the Frost & Sullivan Competitive Strategy & Leadership award, the Cybersecurity Excellence Award for Cyber Resilience solutions, and the SC Magazine Power Players list.
Absolute Security is headquartered in Seattle, Washington, with international offices in Vancouver, BC; Austin, TX; Ankeny, IA; Reading, UK; Tokyo, Japan; and Ho Chi Minh City, Vietnam. As a native work-from-anywhere company, we give employees the flexibility to thrive in remote, hybrid, and in-office environments.
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