Account Manager, Mid-Market

Mimecast North America, Inc.; Ohio; Hybrid; USD 152,000 - 228,000; Full time

Job summary

Mimecast North America, Inc. is seeking an Account Manager, Mid-Market to own a remote portfolio of US mid-market customers (750–1,500 employees) and drive revenue through upsell and cross-sell.

You will engage technical buyers and buying committees with confidence, forecasting accurately while applying Mimecast’s sales methodology. You will partner with channel teams, manage a disciplined pipeline, and build trusted relationships across stakeholders.

Qualifications

• Manage a portfolio of mid-market IT customers (750–1,500 employees) and meet sales quotas.
• Identify and develop upsell and cross-sell opportunities within existing accounts.
• Hold credible conversations with technical buyers and buying committees on cloud, IT stack, and cybersecurity.

Responsibilities

• Meet monthly, quarterly, and annual upsell and cross-sell targets across your portfolio.
• Partner with the Partner/Channel Development team to build and execute account plans.
• Build and manage a disciplined pipeline aligned with your revenue quota.
• Develop and maintain trusted relationships with multiple stakeholders across your existing customer base.
• Identify expansion opportunities and sell additional Mimecast products into existing accounts.
• Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
• Apply Mimecast's end-to-end sales methodology consistently across your portfolio.
• Collaborate with Customer Success, Support, and other teams to support customers and broader business goals.

Skills

Account management

Upsell & cross-sell

CRM (Salesforce)

Relationship building

Technical conversations

Pipeline management

Commercial judgment

Tools

Salesforce

Job description

Account Manager, Mid-Market Remote - US

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

As an Account Manager, Mid-Market, you'll own a portfolio of existing customers with 750–1,500 employees and grow revenue through upsell and cross-sell. This quota-carrying role focuses on relationship-driven selling rather than net-new prospecting. You'll combine commercial judgment, disciplined pipeline management, and fluency in cloud computing and the broader IT stack to engage technical buyers and buying committees.

What You'll Do

• Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across your portfolio of mid-market accounts.
• Partner with the Partner/Channel Development team to build and execute account plans.
• Build and manage a disciplined pipeline, supported by sales activity plans aligned with your revenue quota.
• Develop and maintain trusted relationships with multiple stakeholders across your existing customer base.
• Identify expansion opportunities and sell additional Mimecast products into existing accounts.
• Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
• Apply Mimecast's end-to-end sales methodology consistently across your portfolio.
• Collaborate with Customer Success, Support, and other teams to support customers and broader business goals.

What You'll Bring

• Demonstrated success independently managing a portfolio of existing mid-market IT customers with 750–1,500 employees, with a track record of meeting sales and upsell/retention quotas.
• Strong commercial judgment and the ability to identify and develop upsell and cross-sell opportunities within existing accounts.
• An understanding of corporate IT teams, technology buying processes, cloud computing, and the broader technology and cybersecurity stack, with the ability to hold credible conversations with technical buyers and buying committees.
• The ability to build and sustain trusted customer relationships over time and engage multiple stakeholders within an account.
• Experience using Salesforce or another CRM to manage opportunities, pipeline, and account activity.
• Self-motivation, strong organization, and disciplined pipeline management in a fast‑paced, quota‑carrying environment.

The on-target earnings (OTE) range for this position is 152,000 - 228,000 USD 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.

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 Affinity 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.