Enterprise Renewals Account Manager

Mimecast•Lexington, MA

2d•$112,000 - $168,000•Hybrid

About The Position

We are seeking a highly skilled and strategic Enterprise Renewals Account Manager to safeguard and grow our most complex, high‑value customer relationships. In this role, you’ll operate as a trusted advisor to major enterprise stakeholders, applying deep business acumen and executive‑level communication to guide renewal strategy, strengthen partnerships, and uncover growth opportunities. You’ll navigate multifaceted organizational structures and procurement cycles with confidence — qualities consistently associated with success in managing large, strategic enterprise accounts. What You’ll Do: Renewal Ownership: Manage end‑to‑end renewal cycles for complex enterprise customers. Account Strategy: Build multi‑threaded renewal strategies across IT, finance, legal, procurement, and business units. Executive Engagement: Lead EBRs and strategic planning with senior and C‑suite stakeholders. Retention Leadership: Understand customer objectives, track adoption, and align value to renewal outcomes. Expansion Discovery: Identify upsell, cross‑sell, enterprise‑wide rollout, and multi‑year opportunities. Customer Advocacy: Coordinate with internal teams to resolve issues and deliver customer outcomes. Forecast Accuracy: Maintain disciplined CRM hygiene and provide accurate renewal forecasts. Contract Negotiation: Lead complex negotiations involving pricing, terms, and legal review — a common requirement across enterprise roles Competitive Intelligence: Communicate competitive insights to sales leadership. Team Mentorship: Support and mentor junior renewal team members. What You’ll Bring: Negotiation Mastery: Expert ability leading complex enterprise contract discussions, including procurement and legal — consistent with enterprise expectations in similar roles. Executive Presence: Ability to influence and engage senior and C‑suite stakeholders. Strategic Planning: Strong skills in risk identification, opportunity mapping, and multi‑stakeholder alignment. SaaS & CRM Proficiency: Skilled in Salesforce and enterprise SaaS forecasting practices, aligned with industry standards Portfolio Autonomy: Comfortable managing a high‑complexity enterprise book independently. Enterprise Expertise: Solid foundation managing, retaining, and expanding large‑scale enterprise accounts — a key requirement in enterprise sales and account roles. Procurement Knowledge: Understanding of RFPs, MSAs, redlines, and multi-year structures, consistent with enterprise‑level deal management. Value Acumen: Strong business acumen and ability to articulate enterprise‑level ROI. Hybrid Working: This is a hybrid role based in our Lexington, MA office. The base OTE range for this position is $112,000 − $168,000 plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly. #LI-DW1 Belonging at Mimecast Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course. We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups. We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other other protected characteristic won’t affect your application. Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. We save companies the embarrassment of awkward data slip ups by disrupting cybercriminal activity. We think fast, go big and always demand more. We work hard, deliver – and repeat. We grow with meaningful determination. And put success well within our reach. We empower each other, live by our values, and always deliver on our purpose. We push each other to be better and expect to be pushed back. This is a community of respect. Where everyone is counted.

Requirements

Expert ability leading complex enterprise contract discussions, including procurement and legal
Ability to influence and engage senior and C‑suite stakeholders.
Strong skills in risk identification, opportunity mapping, and multi‑stakeholder alignment.
Skilled in Salesforce and enterprise SaaS forecasting practices, aligned with industry standards
Comfortable managing a high‑complexity enterprise book independently.
Solid foundation managing, retaining, and expanding large‑scale enterprise accounts
Understanding of RFPs, MSAs, redlines, and multi-year structures
Strong business acumen and ability to articulate enterprise‑level ROI.

Responsibilities

Manage end‑to-end renewal cycles for complex enterprise customers.
Build multi‑threaded renewal strategies across IT, finance, legal, procurement, and business units.
Lead EBRs and strategic planning with senior and C‑suite stakeholders.
Understand customer objectives, track adoption, and align value to renewal outcomes.
Identify upsell, cross‑sell, enterprise‑wide rollout, and multi-year opportunities.
Coordinate with internal teams to resolve issues and deliver customer outcomes.
Maintain disciplined CRM hygiene and provide accurate renewal forecasts.
Lead complex negotiations involving pricing, terms, and legal review
Communicate competitive insights to sales leadership.
Support and mentor junior renewal team members.