VP, Enterprise Sales - North America

Mimecast•Lexington, MA

3d•Hybrid

About The Position

Mimecast is seeking a VP Sales, Enterprise - North America to enhance, modernize, and expand its existing North American enterprise sales organization. The primary goals are to drive new-logo acquisition and increase revenue from the largest and most strategic prospects and customers. This is a high-visibility, high-impact leadership role crucial to Mimecast’s growth strategy. The role involves modernizing sales playbooks, processes, and the partner ecosystem to establish a benchmark for enterprise selling. The ideal candidate will foster a consultative, solution-selling culture, strengthen partner relationships, and achieve significant growth in enterprise bookings. The position is preferred to be hybrid in Lexington, MA, but remote options in other US cities will be considered.

Requirements

A proven track record of developing and delivering comprehensive revenue growth strategies aligned with company goals and consistently achieving or exceeding revenue targets.
Significant leadership experience in cybersecurity or a closely adjacent enterprise SaaS environment, ideally selling security, risk, or compliance solutions directly to enterprise buyers.
Experience leading a scaled, revenue-focused SaaS organization, ideally at meaningful scale—preferably $100M+ in revenue—and driving growth through scaling journeys.
Deep understanding of subscription-based, recurring-revenue SaaS business models and platform selling across multiple product lines.
Demonstrated success building and scaling enterprise go-to-market motions with VARs, resellers, MSSPs, or distributors, including co-selling, deal registration, and joint account planning.
A track record of improving net retention and mitigating downsell and churn across an enterprise book of business through strategies such as multi-year contracts, early renewal engagement, and pricing and negotiation guardrails.
Data- and metrics-driven leadership experience, including structuring and improving KPIs, setting quotas and budgets, shaping sales compensation plans, and using analytics to monitor pipeline health and seller effectiveness.
Excellent communication, negotiation, and relationship-building skills, with a track record of hiring, mentoring, developing, and retaining successful sales leaders.
Experience instilling operational excellence in a sales organization and implementing and optimizing best-in-class processes and systems.
Experience partnering with Product to build verticalized sales motions grounded in specific industries and real customer workflows.

Responsibilities

Elevate and execute Mimecast’s enterprise revenue growth strategy, driving new-logo acquisition and expansion across strategic prospects and customers.
Coach, develop, and grow the existing enterprise sales and account management teams while building a high-performance, consultative selling culture.
Modernize the enterprise sales process, deal desk, account segmentation, and playbooks to improve execution and deepen key customer relationships.
Shift the organization from transactional selling to consultative, platform-led solution selling, partnering with Product to build motions for target enterprise verticals.
Collaborate with senior Product, Engineering, and Marketing leaders to make enterprise sales a board-level growth lever.
Modernize and scale Mimecast’s channel-inclusive enterprise go-to-market motion across VARs, MSSPs, distributors, and technology alliance partners, strengthening joint account planning, deal registration, and partner engagement standards.
Partner with Customer Experience and Renewals to improve retention and expansion, prioritize whitespace, and implement multi-year contracts, pricing guardrails, and 90–120-day early-engagement renewal motions that mitigate downsell and churn.
Drive rigorous pipeline and activity tracking, forecasting accountability, and operational precision, using data, automation, and AI-powered tools to improve predictability, velocity, and win rates while keeping the human element front and center.
Represent enterprise sales in executive forums, including weekly pipeline reviews and strategic planning, while coordinating with Customer Success, Marketing, and Channel to deliver a seamless enterprise customer experience.
Monitor market, competitive, and customer trends and translate insights into focused sales strategies and execution priorities.