Absolute Security

Account Executive

• Drive interest in Absolute Security, initiate and maintain the pipeline, and build outbound prospect lists to grow new and incremental revenue
• Work with State & Local Government (SLG) Field Account Executives and the partner ecosystem to research and build the pipeline in new and existing accounts
• Drive revenue growth from new account acquisitions and foster expansion & cross-sell opportunities with existing customers
• Form part of the core SLG team, driving new engagements at all levels and driving deals to completion in partnership with field Account Executives
• Own internal sales operations including pipeline management, pricing and quoting, pipeline generation, and channel enablement initiatives
• Identify and prioritize prospects; research and define the customer’s current IT situation, challenges, and needs
• Engage prospective clients via phone, email, and social media to deliver Absolute’s value propositions
• Schedule qualified meetings for yourself and the SLG team and hold key conversations with prospects and customers
• Build and maintain alignment and positive partnerships with SLG Sales, Channel, Partner ecosystem and Marketing teams
• Participate in virtual and/or in-person events as needed
• Protect the security and privacy of Absolute and its customers

Inside Sales Representative, State and Local Government

• Drive significant revenue growth from net new account acquisitions
• Drive expansion within and across departments in existing customers
• Create and execute territory and sales strategy for the region
• Report to the VP of Sales, State & Local Government
• Become a trusted advisor and product expert to all customers regarding network and endpoint security
• Share customer best practices and acquire customer references
• Attend onsite customer meetings and events
• Develop and execute a territory sales strategy and managing a large customer base and geography
• Manage complex, lengthy sales cycles for state and local government accounts
• Data mine high potential accounts and identify key contacts
• Follow up on leads provided through marketing resources
• Work with channel partners to create leads and close joint business
• Maintain high lead conversion rate and high daily targeted outbound activity
• Use tech stack: Salesforce.com, Clari, Groove, Gong, DemandBase, ZoomInfo, LinkedIn Navigator
• Build and maintain a four-quarter rolling 3x pipeline and accurate forecast
• Maintain high level of customer and activity data
• Travel up to 30%

Account Executive, State & Local Government, Secure Access

Financial Planning and Analysis

• Take complex datasets and boil them down to actionable data visualizations
• Own the design, development, and maintenance of ongoing performance dashboards, metrics, reports, analyses, etc., to drive key business decisions
• Build scalable, efficient, and automated data processes to inform business decision-making
• Proactively develop new metrics and studies to quantify customer behavior and reduce customer churn
• Develop, maintain, and analyze sales and operational data sets using Power BI and FP&A planning tools to provide visibility, measure performance, identify growth opportunities, and set financial targets
• Identify, report, and analyze Key Performance Indicators (KPIs) within Power BI that measure the competitive, financial, and operational effectiveness of the Company (e.g., ARR, Net Dollar Retention (NDR), Renewal Rates, Customer Acquisition Costs (CAC), Customer Lifetime Value (CLTV), etc.)
• Serve as a business partner and contributor to growth strategies, tactics, mid and long-range planning
• Collaborate with analysts and managers across the organization to coordinate use of data and KPIs
• Participate in the evolution and execution of financial updates for various internal and external stakeholders
• Protect the security and privacy of Absolute and its customers

Inside Sales Representative, State and Local Government

Account Executive, State & Local Government, Secure Access

Financial Manager, Revenue Analytics