SMB Account Executive, Cyber Security & Data Privacy

About Abine, The Online Privacy CompanyAbine is the online privacy company that makes easy-to-use tools for consumers and businesses to control what personal information companies, third parties, and other people see about them online.
Although the notion of privacy isn’t new, privacy in an interconnected, digital world is much more difficult to navigate. When our founders Rob Shavell, Andrew Sudbury, and Eugene Kuznetsov got together in a small office in Cambridge, MA years ago and agreed that this was emerging as a major problem on the web, Abine was born. Because the ways that third parties are collecting people’s information is constantly changing, Abine has evolved to address these challenges for today and tomorrow. 
Abine is led by a passionate team, backed by premier investment firms, and supercharged by a strong mission to empower consumers with privacy.
Job Title:             SMB Account Executive, Cyber Security & Data Privacy
Location:              Remote - Anywhere - US
Job Summary:Account Executives work on the front lines of the company, increasing product awareness and providing solutions for data privacy and organizational risk management. Charged with converting qualified leads into new logo wins and subsequent subscription expansion, this is a high-visibility role within Abine, critical to the organization's continued growth and success. The ideal Account Executive will position Abine’s flagship technology, DeleteMe, to prospective enterprise customers across a wide array of industries and market segments. An Account Executive will successfully guide prospects through a defined solution-based sales process to an informed decision resulting in six-figure transactions and multi-year contractual commitments. Qualified candidates possess a customer-first attitude, demonstrable track record of consistent quota attainment, and experience navigating complex sales in the data privacy and/or cyber security domain.
Job Responsibilities:Manage and convert inbound pipeline into salesSelf-generate qualified pipeline to ensure consistent velocity toward monthly quota attainmentLeverage SPIN (or alike) to skillfully conduct comprehensive discoveryLeverage MEDDPICC (or alike) to forecast accurately, identify risk, and disqualify weak opportunities early  Negotiate pricing, packaging, and contractual terms to achieve timely and mutually desirable outcomesCoordinate internal resources and key external stakeholders to successfully complete customer's legal, security, and compliance requirements Embrace a disciplined cadence of activity for consistent and measurable top-of-the-funnel inputsConduct formal weekly pipeline reviews that ensure correct coverage and accurate forecasting, using Salesforce is the source of truthAttend regular Deal Desk and Pre-Call Planning meetings to gameplan new logo and expansion engagements Partner cross-functionally to ensure smooth pre-sale to post-sale transitionActivate existing customers to refer and expansion by consistently delivering value, follow-through, and mindful communicationEngage in routine sales trainings and incorporate new systems and processes into the sales cycle
Job Requirements:Domain knowledge of Cyber Security and Data PrivacyPrior training and working knowledge of information security concepts, and related compliance standards and regulatory practices3yrs+ experience selling to CISO, CIO, or other senior corporate information security personasMastery of at least one generally accepted sales methodology and deal qualification systemSuperior verbal and written communication skillsImpeccable organization skillsHighly competitive, adaptive, and coachableComfortable in an early-stage, fast-growth environmentSelf-driven, high learning orientation, and growth mindset