Account Manager - Remote Work

Mimecast Limited; Ohio; Remote; USD 240,000 - 360,000; Full time

Job summary

Mimecast Limited is seeking an Account Executive, Enterprise (West) for a remote role based in Ohio. You will identify, qualify and win large enterprise opportunities, develop pipelines with channel partners, and align Mimecast solutions with customer security needs.

You will forecast, manage territory strategy and collaborate across sales, marketing, and post-sale teams. You will also lead pre-sales activities, coordinate partners, and leverage the full sales stack (Salesforce, DemandBase,

Qualifications

• Track record of winning new business in IT or SaaS sales with enterprise accounts.
• Ability to present ideas and products consultatively to senior stakeholders.
• Foundational knowledge of cybersecurity technology and how information security teams buy.
• Experience selling through channel partners.
• Familiar with MEDDIC, Force Management, Challenger and SPIN Selling.
• Proficiency with Salesforce or another CRM.
• Willingness to travel ~25-30% for meetings and events.
• Bachelor's degree preferred.

Responsibilities

• Prospect, qualify and win new enterprise opportunities in target verticals.
• Develop existing customer relationships through regional marketing and direct activities.
• Manage territory pipeline and account strategy to meet sales targets.
• Provide monthly and quarterly sales forecasts.
• Coordinate cross-functional teams to move opportunities forward.
• Work with reseller and integration partners on awareness and campaigns.
• Lead technical validation and proof-of-value engagements.
• Track competitive developments and share feedback to improve materials.
• Use sales tech stack to manage work (Salesforce, DemandBase, ZoomInfo, LinkedIn Navigator, Gong).

Skills

Enterprise SaaS sales

Consultative selling

Channel partner sales

Sales cycle management

Forecasting

Education

Bachelor's degree preferred

Tools

Salesforce

DemandBase

ZoomInfo

LinkedIn Navigator

Gong

Job description

Account Executive, Enterprise (West) - Remote based in Ohio

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 Enterprise Account Executive, you'll identify, qualify and win new business with organizations of 5,000 or more employees. You'll develop a territory pipeline, work with channel partners and colleagues across sales and marketing, and connect Mimecast's technology to the security and business needs of enterprise customers.

What You'll Do

• Prospect, network and qualify new opportunities in enterprise accounts and target verticals.
• Develop existing customer relationships through regional marketing and direct sales activities.
• Manage your territory pipeline and account strategy to meet monthly, quarterly and annual sales targets.
• Provide monthly and quarterly sales forecasts.
• Coordinate pre-sales, post-sales, customer success, channel, BDR and marketing colleagues to move opportunities forward.
• Work with reseller and integration partners on awareness, pipeline and new-business campaigns.
• Lead technical validation and proof-of-value engagements that connect Mimecast's technology to customer business value.
• Track competitive and market developments and share feedback with leadership and internal teams to improve sales materials.
• Use the sales tech stack, including Salesforce, DemandBase, ZoomInfo, LinkedIn Navigator and Gong, to manage your work.

What You'll Bring

• A track record of winning new business in IT or SaaS sales, managing accounts and meeting or exceeding sales targets.
• The ability to present ideas and products consultatively to senior stakeholders.
• Foundational knowledge of cybersecurity technology, security processes and ecosystems, and how information security, risk, compliance and corporate IT teams buy.
• Experience selling through channel partners.
• Working knowledge of sales methodologies such as MEDDIC, Force Management, Challenger and SPIN Selling.
• Proficiency with Salesforce or another CRM platform.
• Ability to travel approximately 25-30% of the time for meetings with prospects, customers and partners, and field marketing events.
• A bachelor's degree is preferred.
• The on-target earnings (OTE) range for this position is $240,000 - $360,000 USD (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.

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

We're proud to be an Equal Opportunity 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.

If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing .

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.