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

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

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