Account Manager

Dispel

About The Position

Dispel is hiring an Account Manager to own renewals and expansion across an existing portfolio of strategic mid-market and enterprise customers. This customer-facing role is responsible for protecting and growing ARR through disciplined renewal execution, technical expansion selling, and trusted executive relationships. You’ll own $2.55M in renewals and $0.95M in expansion, primarily serving critical infrastructure, industrial, and highly regulated enterprises. The role starts as an individual contributor, with a path to larger, more strategic accounts based on Year 1 performance. To support a strong ramp, the role includes guaranteed commission in the first quarter.

Requirements

3+ years of B2B sales or account management experience in cybersecurity, SaaS, or enterprise software
Proven ownership of renewals and expansion within existing accounts
Experience managing complex, multi-stakeholder enterprise deals
Strong communication, negotiation, and account planning skills
Understanding of enterprise security and regulated industry buying cycles

Nice To Haves

Experience selling zero trust, secure remote access, or OT/ICS security solutions
Experience selling into industrial, energy, manufacturing, or regulated verticals
Channel-influenced enterprise sales experience
Background in high-growth or venture-backed companies

Responsibilities

Retention and expansion across a named book of business
Net revenue retention, forecast accuracy, and expansion pipeline
Executive relationships across security, IT, OT, and operations
Repeatable renewal and account expansion motions
Own full commercial responsibility for a portfolio of enterprise accounts
Deliver $2.55M in renewal bookings through proactive renewal management
Close $0.95M in expansion and upsell by uncovering new use cases and environments
Build and execute multi-year account expansion plans
Maintain accurate forecasts and strong CRM hygiene
Serve as the primary commercial contact for CISOs, CIOs, OT leaders, and executives
Lead renewals, executive business reviews, and expansion conversations
Identify renewal risk early and drive mitigation plans
Partner with Customer Success to ensure adoption and measurable outcomes
Attend customer on-sites and industry events as needed
Partner with Sales Engineering and Product on complex expansion opportunities
Translate security, compliance, and operational needs into scalable solutions
Navigate multi-stakeholder enterprise buying processes
Provide structured customer feedback to inform product and go-to-market strategy
Focus on Dispel’s core ICPs in critical infrastructure and regulated industries
Expand Dispel usage beyond OT into broader IT environments
Collaborate with VARs, MSSPs, and strategic partners when applicable