Senior Manager, Account Management

eSentire

3d•$150,000 - $165,000

About The Position

eSentire is on a mission to hunt, investigate and stop cyber threats before they become business disrupting events. We were founded on the premise that if you can't find a solution, you build it. And today, that means pioneering the future of AI-powered security. At eSentire, we're building a cutting-edge AI Security Operations Platform that will amplify human expertise, not replace it, creating a workplace where innovation meets impact. Our culture is based on transparency, teamwork, and continuous innovation, where your ideas can shape how AI and human intelligence work together to outsmart cyber adversaries. As the authority in Managed Detection and Response, we protect the critical data and applications of 2000+ organizations in 80+ countries, across 35 industries—and we're looking for forward-thinking talent to help us define what AI-first security, human-backed trust means for the industry. At eSentire, Account Management is where trust becomes renewal, and renewal becomes growth. This role isn’t about “managing accounts” — it’s about protecting the revenue engine, deepening strategic partnerships, and leading a team that wins in the enterprise every day. As Senior Manager, Account Management, you are the operating leader for our Account Management team. You’ll lead a group of high-performing Account Managers responsible for retention, expansion, and customer value realization across our existing customer base. You’ll bring commercial intensity, operational rigor, and executive-level credibility — ensuring customers see eSentire as essential to their security posture, not optional spend.

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; MBA or advanced certifications are an asset.

Nice To Haves

Strong cybersecurity market understanding (preferred): MDR/EDR, threat landscape fundamentals, and customer value drivers.

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.