Senior Territory Manager, Sales (Boston)

eSentire•Boston, MA

About The Position

eSentire is hiring a Senior Territory Manager to drive revenue and market penetration among mid-market and small enterprise organizations. The role owns the full sales cycle, from prospecting and qualifying new accounts through strategic account planning, pipeline development, forecasting, new customer acquisition, and customer expansion. The successful candidate will position eSentire’s AI-powered Managed Detection and Response solutions as a competitive advantage for organizations with resource-constrained security teams and build customer relationships as a strategic partner invested in their growth and security posture. The role involves developing new business relationships and strategic partnerships, managing sales cycles of varying lengths, and collaborating with internal teams and channel partners to build pipeline and deliver a cohesive customer experience. The position also includes attending trade shows and traveling to client engagements within the territory. The base salary range is $140,000–$150,000 USD, with on-target earnings of $280,000–$300,000 USD, based on a 50/50 split between base salary and on-target commission.

Requirements

Bachelor’s degree or an equivalent combination of education and experience.
At least 5 years of experience in technical sales, including the ability to navigate complex sales cycles.
Previous experience selling MDR and managed cybersecurity solutions.
Proven track record of success in a similar role.
Effective written and verbal communication with customers and colleagues at all levels.
Ability to work independently and as part of a team.
Experience translating and communicating technical concepts to technical and non-technical audiences.
Highly motivated self-starter with a positive attitude and excellent organizational skills.
Exceptional interpersonal and relationship-management skills.

Responsibilities

Develop, manage, and nurture new business relationships and strategic partnerships to meet or exceed territory quota.
Evangelize corporate messaging, demonstrate the company’s value proposition, and establish competitive differentiators.
Manage fast-paced sales cycles as well as long-term strategic engagements.
Collaborate with internal lead-generation resources to establish a business pipeline and expand territory opportunities.
Use personal networks and business partnerships to generate new leads for the territory.
Attend trade shows and travel to client engagements within the territory.
Collaborate with the executive team to develop short- and long-term strategic territory plans.
Lead weekly territory calls and establish communication among Sales Engineering, Marketing, Channel, Inside Sales, and Business Development resources.
Improve communication and relationships with the Sales Engineering team to create a cohesive selling process and customer experience.
Work with Channel resources to support the success of strategic partners and strengthen channel relationships.
Provide transparent and accurate sales forecasts and business intelligence.
Maintain and deliver best practices and activity updates in the CRM.