Account Executive, Mid-Market

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:Prospecting and Lead ConversionData mine high potential accounts, identify key accounts & contacts to engageFollow up on all leads provided through marketing resources in a timely and effective manner. Develop & maintain a high lead conversion rateImplement and maintain a high daily rate of outbound calling and email campaignsLeverage 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 originateDefine the customers current IT situation, challenges and needsPresent Absolute product web demos to prospects and existing customers as a solution to their needsBecome a trusted advisor and product expert to all customers regarding endpoint securityShare customer best practices when able and acquire customer referencesAttend onsite customer meetings and events where ROI is high for sales conversionPartner Support (OEM, DRC & VAR)Build out an expansive network of lasting relationships with partners in your territoryOffer training through web virtual rooms and onsite visitsIn territory meetings with prospective new customers, current customers, OEM & VAR partners.Field partner sales calls to provide sales assistance and expertiseAssist and provide SKUs and pricing as requestedCRMManage pipeline, ensuring an accurate forecast with daily updates in Salesforce.Com & our forecasting tool ClariBuild and maintain an effective four quarter rolling 2-3x pipeline in Salesforce.ComMaintain customer accounts and contact database in Salesforce.ComInput and record pertinent meetings, emails, phone calls and supporting customer data into Salesforce.Com as appointments, activities and/or notes to ensure seamless customer supportCompile and report revenue numbers, adjusting revenue, probability and close dates consistently as neededReconcile quarterly revenue tracking with finances daily invoice summaryAdminister product upgrades and term extensions as requestedAssist and implement customer onboardingFind, track and expand opportunities with existing customersRenew, upsell, expand and cross sell Absolute product portfolio across customer baseDepartment Initiatives and Knowledge Transfer Activities:Attend training sessions offered;
grow knowledge of Absolute products/services and internal systems and tools, including Salesforce.ComStay current in Marketing collateral and related product / service positioningMentor, coach and assist in the onboarding of new hiresBuild and maintain successful lasting professional relationships with internal support teamsContribute to a customer-focused environment that encourages information sharing, team-based sales activity, and an absolute focus on new business, expansion and developmentWork cohesively with sales peers. Share best practices and initiate effective joint coverage model when necessaryProtect the security and privacy of Absolute and its customersOther duties as assigned by managementWhat You Will Need:Post-secondary education, preferredMinimum 5 years technology sales experience (SaaS and/or Enterprise software sales experience is a plus)Preferred Acquisition experienceComfortable using MS Excel, Outlook, Power PointSolid solution acquisition selling experienceShow/demonstrate how you have successfully prospected, qualified and closed net new customer acquisition businessFamiliarity with SFDC or equivalent Customer Relationship Management (CRM) systems and leveraging CRM as a sales management toolExperience in closing deals with structured sales methodology (Force Management or similar)Excellent customer and partner engagement and relationship-building skillsExcellent verbal and written communication skillsOutgoing, collaborative, responsible, and energizedDemonstrated ability to learn technical products and solutionsAbility to ensure interactions are always handled professionally and with the highest level of serviceCompensation TransparencyThe 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 ResilienceAre 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.Learn more about Absolute: Blog, LinkedIn, YouTube, XAbsolute Security is proud to be an Equal Employment Opportunity and Affimative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at View email address on ca.hrm.tc
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