Enterprise Account Director

Mimecast Limited; Greater London; Hybrid; GBP 140,000 - 210,000; Full time

Job summary

Mimecast Limited is seeking an Enterprise Account Director to lead strategic sales with large enterprise customers in the UK. You will drive upsell and renewal opportunities, build executive relationships, and collaborate with Marketing and Channel teams to expand revenue.

Travel to client sites and quarterly business reviews will be required to maintain momentum and alignment with client goals. This role demands strong negotiation, formal presentation skills, and a proven record of exceeding

Qualifications

• Proven track record in enterprise SaaS sales with upsell/renewals.
• Experience managing high-value relationships within large enterprise accounts.
• Ability to identify and close upsell and renewal opportunities with senior stakeholders.
• Background in cybersecurity SaaS or email security is preferred.

Responsibilities

• Achieve upsell revenue targets by planning and executing effective sales activity.
• Sell new technology into existing customer base to drive incremental revenue.
• Build and maintain relationships across large enterprise accounts to support retention and growth.
• Collaborate with Partner/Channel Development to execute strategic account plans.
• Conduct monthly face-to-face customer visits and travel as needed for reviews.
• Track pipeline performance and maintain accurate forecasting.
• Manage sales administration, including KPI reporting and CRM hygiene.
• Follow end-to-end sales methodology and process.
• Monitor and report on sales activities for management insights.
• Collaborate with other Mimecast functions to develop relevant knowledge and skills.

Skills

Enterprise sales

SaaS sales

C-level engagement

Strategic selling

Account management

Tools

CRM software

Job description

Enterprise Account Director

About Mimecast

The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted.

Work Protected

Overview

This role sits within Mimecast's Enterprise Accounts team, a high-paced sales environment that manages our largest and most valuable customers. We're looking for an exceptional salesperson and customer partner with a proven track record of generating and closing upsell and renewal opportunities. You’ll work closely with Marketing and our partner community to strengthen and expand account relationships, introduce new technology into the existing customer base, and drive retention and incremental revenue. The ideal candidate is self-motivated, commercially minded, and a strong team player. You’ll thrive in a fast-paced, agile, and well-structured sales environment that regularly reinvents itself. An understanding of the corporate technology stack, cybersecurity, cloud computing, and AI will be beneficial, along with the strong work ethic needed to succeed in a competitive marketplace.

What You'll Do

• Achieve monthly, quarterly, and annual upsell revenue targets by developing and executing effective sales activity plans.
• Sell new technology into the existing customer base, driving incremental revenue opportunities and deeper account penetration.
• Build and maintain strong relationships across large enterprise accounts, with a focus on customer retention, renewals, and growth.
• Partner with the Partner/Channel Development team to develop and execute strategic account plans.
• Conduct monthly face-to-face customer visits and travel as needed for account reviews.
• Track pipeline performance and movement while maintaining accurate forecasting.
• Manage sales administration, including KPI reporting, weekly CRM updates, and general CRM housekeeping.
• Follow and execute an end-to-end sales methodology and process.
• Monitor and report on sales activities, providing relevant management information.
• Collaborate with other functions across Mimecast and continue developing relevant knowledge and skills through training.

What You'll Bring

• Demonstrated success in enterprise sales, operating with the autonomy, commercial judgment, and strategic account ownership typically developed through substantial experience in complex SaaS sales environments.
• A proven record of achieving revenue quotas and managing complex, high-value relationships within large enterprise accounts.
• The ability to identify and close upsell and renewal opportunities while strengthening long-term customer relationships.
• Experience in email security, human risk management, collaboration security, or data and intellectual property protection is beneficial or a wider cybersecurity SaaS background.
• Experience working across both direct and indirect sales models is preferred.
• A strong understanding of corporate IT teams and their buying processes.
• Strong business and commercial acumen, with the ability to assess performance critically and drive continuous improvement.
• Excellent written and verbal communication and presentation skills, including the confidence to engage senior and C-level stakeholders.
• A proactive, forward-planning approach and a strong work ethic.
• A collaborative mindset and a proven ability to succeed as part of a team.

The on-target earnings (OTE) range for this position is £140,000−£210,000 (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

#LI-HO1

Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course. We’re proud to be an Equal Opportunity and Affinitive Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups. We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.

We save companies the embarrassment of awkward data slip ups by disrupting cybercriminal activity. We think fast, go big and always demand more. We work hard, deliver – and repeat. We grow with meaningful determination. And put success well within our reach. We empower each other, live by our values, and always deliver on our purpose. We push each other to be better and expect to be pushed back. This is a community of respect. Where everyone is counted.