Senior Manager, Account Management

eSentire

20h•Hybrid

About The Position

eSentire is on a mission to hunt, investigate and stop cyber threats before they become business disrupting events. Founded on the premise that if you can’t find a solution, you build it, the company's culture is based on transparency, teamwork, and continuous innovation. As the authority in Managed Detection and Response, eSentire protects the critical data and applications of over 2000 organizations in more than 80 countries across 35 industries from cyber threats. At eSentire, Account Management is crucial for trust, renewal, and growth. This Senior Manager role is about protecting the revenue engine, deepening strategic partnerships, and leading a team that excels in the enterprise. As the operating leader for the Account Management team, you will lead high-performing Account Managers responsible for retention, expansion, and customer value realization across the existing customer base. The role requires commercial intensity, operational rigor, and executive-level credibility to ensure customers view eSentire as essential to their security posture.

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, capable of building trust and holding 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, developing talent, driving accountability, and elevating performance.
Analytical and operationally strong, comfortable in Salesforce and fluent in forecast accuracy, inspection, and data-driven decision-making.
Strong cybersecurity market understanding (preferred): MDR/EDR, threat landscape fundamentals, and customer value drivers.
Bachelor’s degree in Business, Cybersecurity, or related field.

Nice To Haves

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, coaching in real time on strategy, messaging, negotiation, and execution.
Own retention and growth performance, driving quota attainment across the team by protecting recurring revenue and creating net expansion through upsell and cross-sell.
Run the business with rigor, establishing clear expectations, delivering on KPIs, maintaining forecasting discipline, and operating cadence to proactively manage renewals.
Build executive-grade partnerships, ensuring the team is multi-threaded into customer organizations and credible with CISOs, IT leaders, procurement, and the C-suite.
Drive strategic account planning, overseeing high-quality account plans (stakeholder maps, risk signals, competitive threats, growth plays) to anticipate renewal risk and customer needs.
Mobilize cross-functional execution, partnering 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, supporting critical negotiations, executive conversations, and customer escalations with calm, clarity, and strong judgment.
Standardize what great looks like, building scalable processes, best practices, and consistent methodologies across the function, from QBRs to renewal hygiene to account health management.
Operate from data, not anecdotes, monitoring account health, renewal risk, customer satisfaction, and pipeline coverage to intervene early and decisively.
Bring the customer into the building, influencing product and go-to-market strategy by translating customer insights, competitive intelligence, and emerging cybersecurity needs into action.