Senior Enterprise Account Executive
About The Position
The Enterprise Account Executive owns a portfolio of existing enterprise customers with 1,001 or more users, driving renewals, upselling, and cross-selling. The role serves as a trusted advisor by understanding customer business and security needs, engaging business, technical, and executive stakeholders, and aligning Sophos solutions to support retention, adoption, and long-term account value. The position operates in complex enterprise environments and involves coordinating with internal teams and partners, navigating multi-stakeholder buying processes, and managing formal procurement and contracting when applicable. The role requires proactive account planning, accurate forecasting, disciplined execution, and ownership of customer outcomes. The ideal candidate excels at consultative selling and long-term account management. Sophos operates a remote-first working model, and the ideal candidate should reside in the San Francisco Bay Area, Phoenix, or Las Vegas. Applicants must be legally authorized to work in the jurisdiction where the role is posted without employer sponsorship. In the United States, base salary ranges from $127,500 to $212,500, with target sales commissions and a comprehensive benefits package. Individual pay depends on job-related skills, training, location, experience, education, certifications, and business needs.
Requirements
- At least 6 years of experience managing and growing enterprise customer accounts.
- Demonstrated success driving renewals and expansion within existing customers.
- Excellent relationship-building and consultative selling skills.
- Strong negotiation skills.
- Ability to align customer needs with solution value over time.
Nice To Haves
- Experience selling cybersecurity, SaaS, or enterprise technology solutions.
- Experience managing enterprise renewals involving procurement and contracting.
- Experience collaborating with channel partners and sales engineers in enterprise environments.
Responsibilities
- Own and manage a portfolio of existing enterprise customer accounts.
- Drive timely and successful contract renewals through proactive customer engagement.
- Build and maintain relationships with business, technical, and executive stakeholders, including IT and security leadership.
- Identify, develop, and close upsell and cross-sell opportunities within existing enterprise accounts.
- Create and execute strategic account plans focused on retention, expansion, and long-term growth.
- Position additional Sophos solutions in line with evolving customer security needs, priorities, and roadmaps.
- Navigate multi-stakeholder buying environments within existing customers.
- Partner with Sales Engineering on solution positioning, demonstrations, and technical validations.
- Manage renewal and expansion opportunities through formal procurement and contracting processes when applicable.
- Collaborate with channel partners and system integrators on renewals and expansion.
- Coordinate internal resources across Sales Engineering, Customer Success, Support, Product, and Leadership teams.
- Maintain clear ownership and accountability for account outcomes, including partner-involved sales motions.
- Build and maintain accurate renewal and expansion forecasts.
- Track account activity and opportunities and maintain CRM data integrity.
- Deliver predictable outcomes through strong execution, planning, and operational rigor.
Benefits
- Target sales commissions in addition to base salary.
- Comprehensive benefits package.
- Employee-led diversity and inclusion networks.
- Annual charity and fundraising initiatives and volunteer days.
- Global employee sustainability initiatives.
- Global fitness and trivia competitions.
- Global wellbeing days.
- Monthly wellbeing webinars and training.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
