Senior Manager, Account Management

eSentire

20h•$140,000 - $170,000•Remote

About The Position

eSentire is on a mission to hunt, investigate and stop cyber threats before they become business disrupting events. Founded on entrepreneurship and innovation, eSentire's culture is based on transparency, teamwork, and continuous innovation. As the authority in Managed Detection and Response, the company protects critical data and applications for over 2000 organizations across 80+ countries and 35 industries. The Senior Manager, Account Management role is pivotal for protecting revenue, deepening strategic partnerships, and leading a high-performing Account Management team. This position focuses on retention, expansion, and customer value realization within the existing customer base, requiring commercial intensity, operational rigor, and executive-level credibility to ensure eSentire is seen as essential to customer security.

Requirements

7–10+ years in account management, customer success, or sales, with 3–5+ years leading teams in cybersecurity, SaaS, or managed services.
Proven success leading teams that exceed retention, expansion, and revenue targets in complex enterprise environments.
Strong executive presence — you can build trust and hold your own with CISOs, CIOs, and business executives.
Deep experience running complex renewals, multi-year agreements, and high-stakes commercial negotiations.
Ability to build and scale operating frameworks: KPIs, forecasting, pipeline management, playbooks, and team cadence.
Exceptional leadership and coaching skills — you develop talent, drive accountability, and elevate performance.
Analytical and operationally strong — comfortable in Salesforce and fluent in forecast accuracy, inspection, and data-driven decision-making.
Bachelor’s degree in Business, Cybersecurity, or related field

Nice To Haves

Strong cybersecurity market understanding (preferred): MDR/EDR, threat landscape fundamentals, and customer value drivers.
MBA or advanced certifications are an asset.

Responsibilities

Manage, develop, and motivate a team of high-performing Account Managers accountable for protecting and securing eSentire’s revenue base. You coach in real time — on strategy, messaging, negotiation, and execution.
Own retention and growth performance. Drive quota attainment across the team — protecting recurring revenue while creating net expansion through upsell and cross-sell.
Run the business with rigor. Establish clear expectations, deliver on KPIs, maintain forecasting discipline, and operating cadence. You don’t “hope” for renewals — you manage to them.
Build executive-grade partnerships. Ensure the team is multi-threaded into customer organizations and credible with CISOs, IT leaders, procurement, and the C-suite.
Drive strategic account planning. Oversee high-quality account plans (stakeholder maps, risk signals, competitive threats, growth plays) that keep us ahead of renewal risk and ahead of customer needs.
Mobilize cross-functional execution. Partner with Sales, Customer Success, Product, Marketing, RevOps, and Enablement to deliver outcomes and remove friction from the customer journey.
Be the escalation point when it matters. Support critical negotiations, executive conversations, and customer escalations with calm, clarity, and strong judgment.
Standardize what great looks like. Build scalable processes, best practices, and consistent methodologies across the function — from QBRs to renewal hygiene to account health management.
Operate from data, not anecdotes. Monitor account health, renewal risk, customer satisfaction, and pipeline coverage — intervene early and decisively.
Bring the customer into the building. Influence product and go-to-market strategy by translating customer insights, competitive intelligence, and emerging cybersecurity needs into action.