Working as part of Absolute’s award-winning Sales team, Mid-Market Account Executives are primarily responsible for prospecting for current customers, relationship building with our partners, and meeting quarterly sales goals.

While the role’s primary focus is new account acquisition, Mid-Market Account Executivesare 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 sustainand growour 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 (SaaSand/or Enterprise software sales experienceis 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

FamiliaritywithSFDC or equivalentCustomer 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 t

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