Account Executive, Mid-Market (Florida)

Absolute Software•Remote, FL

3d•$200,000 - $220,000

About The Position

The Mid-Market Account Executive is part of Absolute’s Sales team and is primarily responsible for acquiring new customers, building relationships with partners, and meeting quarterly sales goals. The role also supports existing customers by reviewing account health, presenting new product offerings, and providing consultation to sustain and grow Absolute’s business in their accounts. The position covers the Eastern United States. Candidates ideally reside in Florida and must be able to travel throughout the assigned East Coast territory for customer meetings, partner engagement, industry events, and other field sales activities. Candidates elsewhere in the Eastern United States may be considered if they have a strong track record selling in the region and can effectively support the territory. The role involves prospecting and lead conversion, customer and partner engagement, pipeline and CRM management, post-sale customer support and expansion, and contributing to team initiatives and knowledge sharing. Account Executives are expected to generate pipeline through strategic prospecting and executive outreach, provide product demonstrations and endpoint security expertise, maintain accurate forecasts and customer records, support onboarding and renewals, and work collaboratively with internal teams and sales peers.

Requirements

At least 5 years of technology sales experience.
Demonstrated success selling to customers across the Eastern United States.
Experience in solution acquisition selling and the ability to demonstrate successful prospecting, qualification, and closing of new-customer business.
Familiarity with Salesforce.com or an equivalent CRM and using CRM as a sales management tool.
Experience closing deals using a structured sales methodology.
Comfort using MS Excel, Outlook, and PowerPoint.
Excellent customer and partner engagement and relationship-building skills.
Excellent verbal and written communication skills.
Ability to learn technical products and solutions.
Ability to handle interactions professionally and provide a high level of service.
Outgoing, collaborative, responsible, and energized approach.

Nice To Haves

Post-secondary education.
SaaS and/or enterprise software sales experience.
An existing network of business and technology decision-makers across the Eastern United States.
Acquisition experience.
Experience with Force Management or a similar structured sales methodology.

Responsibilities

Prospect for new customers by identifying high-potential accounts and contacts, following up on marketing leads, and conducting outbound calling and email campaigns.
Use prospecting tools such as Groove, Zoom, and Nav; generate pipeline coverage through strategic prospecting, executive outreach, and field events.
Travel throughout the East Coast territory for customer meetings, executive briefings, partner engagement, industry events, and other field sales activities.
Assess customers’ current IT situations, challenges, and needs; present Absolute product web demonstrations and serve as a trusted endpoint security advisor.
Share customer best practices, acquire customer references, and attend onsite meetings and events where they can support sales conversion.
Build and maintain relationships with OEM, DRC, and VAR partners; provide partner training, field sales assistance, product expertise, SKUs, and pricing as requested.
Manage the pipeline and maintain accurate forecasts with daily updates in Salesforce.com and Clari; maintain a rolling pipeline and customer and contact records.
Record meetings, emails, calls, activities, and supporting customer data in Salesforce.com to support customer service continuity.
Compile and report revenue figures, update revenue, probability, and close dates, and reconcile quarterly revenue tracking with finance invoice summaries.
Administer product upgrades and term extensions, assist with customer onboarding, and identify, track, and expand opportunities with existing customers.
Renew, upsell, expand, and cross-sell Absolute products across the customer base.
Attend training and stay current on Absolute products, services, marketing collateral, positioning, internal systems, and tools.
Mentor, coach, and assist with onboarding new hires; maintain productive relationships with internal support teams and collaborate with sales peers.
Contribute to a customer-focused, team-oriented environment that supports information sharing, joint sales coverage, new business, and account development.
Protect the security and privacy of Absolute and its customers.
Perform other duties as assigned by management.