- 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

- 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

- 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

- 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

- 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

- 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

- 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

Advantages

- Recognition: Competitive pay, exceptional benefits, and matching programs for retirement plans

- Development: Training and career development to help you grow, personally and professionally

- Comfort: Bright, modern offices with ergonomic workspaces, and areas for team collaboration and individual focus

- Inspiration: In-office art gallery, seasonally refreshed with a vibrant selection from British Columbia artists

- Refreshments: Free refreshments, from pastries to popcorn to pizza, and a huge selection of hot and cold beverages

- Health: Onsite fitness classes to burn off calories from the free snacks and keep you mentally sharp

- Connection: Monthly social events and an annual retreat to bring the team together and celebrate our wins

- Balance: Work/life balance with flexible time off and Absolute-sponsored events for the whole family- Preferred Acquisition experience

- Demonstrated ability to learn technical products and solutions

- Experience in closing deals with structured sales methodology (Force Management or similar)

- Outgoing, collaborative, responsible, and energized

- Excellent customer and partner engagement and relationship-building skills

- Solid solution acquisition selling experience

- Excellent verbal and written communication skills

- Show/demonstrate how you have successfully prospected, qualified and closed net new customer acquisition business

- Comfortable using MS Excel, Outlook, Power Point

- Familiarity with SFDC or equivalent Customer Relationship Management (CRM) systems and leveraging CRM as a sales management tool

- Post-secondary education, preferred

- Ability to ensure interactions are always handled professionally and with the highest level of service

- Minimum 5 years technology sales experience (SaaS and/or Enterprise software sales experience is a plus)

📌 Account Executive (Mid-Market) (Toronto)
🏢 Absolute Security
📍 Toronto