Account Manager, Enterprise

Mimecast • Lexington, MA

3d

About The Position

As an Account Manager, Enterprise, you will own a portfolio of existing enterprise accounts with 5,000+ employees and grow revenue through upselling and cross-selling. This strategic, quota-carrying role focuses on relationship-driven selling and long-term account stewardship rather than net-new prospecting. You will combine commercial skills and executive relationships with disciplined pipeline management and knowledge of the cybersecurity and IT landscape.

Requirements

• Demonstrated success managing large, complex IT or SaaS enterprise accounts with 5,000+ employees, achieving upsell and retention quotas, and sustaining customer relationships over time.
• Ability to build credibility and trust with C-level and senior IT and security stakeholders.
• Strong foundational knowledge of the cybersecurity industry, technology stack, security processes, and ecosystems.
• Strong commercial skills and disciplined pipeline management across complex accounts.
• Working knowledge of sales methodologies such as MEDDIC, Force Management, or Challenger.
• Proficiency with Salesforce or other CRM platforms.

Responsibilities

• Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across the portfolio of enterprise accounts.
• Partner with the Partner/Channel Development team to build and execute multi-year strategic account plans.
• Build and manage a disciplined pipeline, with sales activity plans aligned to agreed revenue quotas.
• Develop and maintain trusted relationships with senior and executive stakeholders across the account base.
• Identify expansion opportunities and sell new Mimecast products into existing accounts to drive incremental revenue and platform adoption.
• Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
• Work with Customer Success, Support, sales engineering, and channel teams to support customers and drive account health.
• Stay informed about competitive, industry, and market developments relevant to the accounts.

Benefits

• 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