Account Executive, Enterprise

Mimecast•Columbus, OH

6d•Remote

About The Position

Mimecast is hiring an Enterprise Account Executive to identify, qualify, and win new business with organizations of 5,000 or more employees. The role is remote and based in Ohio, with responsibility for developing a territory pipeline, managing account strategy, and achieving monthly, quarterly, and annual sales targets. The Account Executive will collaborate with channel partners and colleagues across sales, marketing, pre-sales, post-sales, customer success, and business development. The role connects Mimecast technology to enterprise customers’ security and business needs, leads technical validation and proof-of-value engagements, and provides regular forecasts. Travel is approximately 25–30% for prospect, customer, and partner meetings and field marketing events. The on-target earnings range is $240,000–$360,000 USD, plus benefits. The position may also be eligible for incentive plans and additional benefits in accordance with company policy and local regulations. Final compensation depends on qualifications, experience, skills, role level, and location.

Requirements

Track record of winning new business in IT or SaaS sales, managing accounts, and meeting or exceeding sales targets.
Ability to present ideas and products consultatively to senior stakeholders.
Foundational knowledge of cybersecurity technology, security processes and ecosystems, and how information security, risk, compliance, and corporate IT teams buy.
Experience selling through channel partners.
Working knowledge of sales methodologies such as MEDDIC, Force Management, Challenger, and SPIN Selling.
Proficiency with Salesforce or another CRM platform.
Ability to travel approximately 25–30% of the time for meetings with prospects, customers, and partners, and field marketing events.

Nice To Haves

Bachelor's degree.

Responsibilities

Prospect, network, and qualify new opportunities in enterprise accounts and target verticals.
Develop existing customer relationships through regional marketing and direct sales activities.
Manage territory pipeline and account strategy to meet monthly, quarterly, and annual sales targets.
Provide monthly and quarterly sales forecasts.
Coordinate pre-sales, post-sales, customer success, channel, BDR, and marketing colleagues to move opportunities forward.
Work with reseller and integration partners on awareness, pipeline, and new-business campaigns.
Lead technical validation and proof-of-value engagements that connect Mimecast technology to customer business value.
Track competitive and market developments and share feedback with leadership and internal teams to improve sales materials.
Use sales technology, including Salesforce, DemandBase, ZoomInfo, LinkedIn Navigator, and Gong, to manage work.