Signal Sciences empowers security and engineering teams by providing visible and effective web application security protecting against real-world attacks. With our unique hybrid on-premise and cloud architecture, we process, protect and report on billions of requests per day for some of the most sophisticated companies in the world ranging from Adobe to Vimeo, Taser to Under Armour. Our goal is making a more secure Web, with tools that people love to use, written by people who love to make them. Join Us.

About the Role

The Account Executive, Midmarket is responsible for selling Signal Sciences' web security product to companies with up to 4,000 employees. The AE will reach business targets through excellent email and telephone communications skills. This individual will also develop his or her email and phone-based revenue generation through the creation of sales leads, initiation of prospect calls, and establishment of ongoing rapport with existing and potential customers. Integrity, vision, and passion are essential for this role. The Midmarket AE should have very good technical knowledge.

Job Responsibilities:

• Identify decision makers within targeted leads to begin sales qualification process

• Engage and qualify prospects that are generated various lead generation methods (inbound, events, webinars, etc.)

• Demonstrate and present Signal Sciences’ solution via live web based demos

• Set up and deliver sales presentations, product/ service demonstrations, and other sales actions

• Ability to forecast accurately and build pipeline

• Where necessary, support marketing efforts such as trade shows, exhibits, and other events

• Overcome objections of prospective customers

• Emphasize product/service features and benefits, quote prices, discuss terms, and prepare sales order forms and/or reports

• Enter new prospect and customer information on sales cycle progress in Salesforce.com

• Appropriately an succinctly communicate brand identity and corporate position

Requirements

• University or college degree in Computer Science, Marketing, or an acceptable combination of education and experience

• 3 to 5 years of direct work experience in a sales or telesales capacity

• Solid experience in opportunity qualification, pre- call planning, call control, account development, forecasting, and time management

• Technology sales experience with a technical product and complex sales cycle

• Sales experience in the Information Security market a bonus

• Sales experience in the SaaS based product market a bonus

• Good technical skills and the ability to understand and handle basic technical questions

• Demonstrated ability to convert prospects and close deals while maintaining established sales quotas

• Success in qualifying and driving to a close opportunities involving multiple key decision makers

• Strong problem identification and objection resolution skills

• Able to build and maintain lasting relationships with customers

• Exceptional verbal communication and presentation skills

• Excellent listening and written communication skills

• Ability to work individually and collaboratively as part of a team

• Ability to take and apply constructive criticism and coaching

• High level of integrity and work ethic

• Experience with using Salesforce.com or other CRM