About You
- Motivated, goal-oriented - capable of swiftly adjusting and responding to potential quick changes in priorities and organizational strategies
- Comfortable in a fast-paced, high-volume environment
- Able to balance competing priorities across multiple deals simultaneously
- Highly effective in process management with a keen attention to detail
In this job, you will bring these skills
- Excellent executive level communication and presentation skills.
- Expert commercial negotiation skills and financial acumen, with the proven ability to manage and accurately forecast against a book of renewable business.
- Ability to demonstrate a strategic mindset to enable persuasive value conversations with customers at an executive level.
- High competency in SaaS pricing and licensing options.
- Experience in a quota carrying role with proven achievement.
- Ability to project manage the renewal cycle, pulling in necessary resources.
- High degree of creative ability, analytical and business skills, and independent judgment.
- Proficiency with Salesforce.com (Gainsight is a plus)
Role Responsibilities + Deliverables
- 3+ years working in Renewals / Customer Success role
- Proficient in negotiation and overcoming objections, enabling value-focused contract discussions
- Drive and complete full renewal lifecycle, from opportunity identification to negotiation to close, in assigned territory per Gross Revenue Retention targets.
- Carry out win/win negotiation strategies for renewals that maximize contract value while protecting and enhancing customer trust, with a preference for early, multi-year renewals.
- Utilize data to steer impactful discussions with customers.
- Coordinate closely with assigned Account Executives to identify opportunities to up-sell/cross-sell into the renewal.
- Develop a deep understanding of the customer procurement process.
- Monitor and accurately report on customer accounts, renewal pipeline, gross retention and renewal forecasts on a rolling basis.
- Partner with channel to provide positive partner experience and promote good relationships
#LI-LM1
At Abnormal Security certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.
Base salary range:
$101,200—$119,000 USD
Top Skills
What We Do
The Abnormal Security platform protects enterprises from targeted email attacks. Abnormal Behavior Technology (ABX) models the identity of both employees and external senders, profiles relationships and analyzes email content to stop attacks that lead to account takeover, financial damage and organizational mistrust. Though one-click, API-based Office 365 and G Suite integration, Abnormal sets up in minutes and does not disrupt email flow.
Abnormal Security was founded in 2018 by CEO Evan Reiser, CTO Sanjay Jeyakumar, Head of Machine Learning Jeshua Bratman, and Founding Engineers Abhijit Bagri and Dmitry Chechik. The team previously built behavioral profiling and machine learning technologies at Twitter, Google and Pinterest that are being applied to solve a problem that costs organizations $1 billion per year, according to the FBI. The Abnormal Security platform stops targeted phishing, business email compromise and account takeover attacks that have never been seen before.
