Account Manager, Senior Mid-Market

Mimecast • Lexington, MA

21h • $152,000 - $228,000

About The Position

The Senior Mid-Market Account Manager owns a portfolio of existing customers with 1,500–5,000 employees and grows revenue through upselling and cross-selling. This quota-carrying role focuses on building trusted customer relationships and expanding existing accounts rather than net-new prospecting. The role combines commercial instincts and disciplined pipeline management with knowledge of cloud computing and the broader IT stack to support credible conversations with technical buyers and buying committees.

Requirements

• Demonstrated ability to independently manage and grow a portfolio of Senior Mid-Market customers with 1,500–5,000 employees in IT sales, with a track record of achieving upsell and retention quotas.
• Strong business and commercial acumen, including the ability to identify expansion opportunities within existing accounts.
• Understanding of corporate IT teams, buying processes, cloud computing, and the broader technology and cybersecurity stack sufficient to hold credible conversations with technical buyers and buying committees.
• Ability to build and sustain customer trust over time and manage relationships with multiple stakeholders.
• Self-motivated, organized approach to account planning and pipeline management in a fast-paced, quota-carrying environment.
• Experience using Salesforce or another CRM system to manage leads and opportunities.

Responsibilities

• Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across an Upper Mid-Market account portfolio.
• Partner with the Partner/Channel Development team to build and execute account plans.
• Manage a disciplined pipeline and execute sales activity plans that support agreed revenue quotas.
• Build and maintain trusted relationships with multiple stakeholders across existing accounts.
• Identify expansion opportunities and sell new Mimecast products into existing accounts to drive incremental revenue.
• Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
• Apply Mimecast's end-to-end sales methodology consistently across the portfolio.
• Collaborate with Customer Success, Support, and other teams to support customers and broader business goals.

Benefits

• Benefits are offered; specific benefits are not listed.
• The position may be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed