Mid Market Account Executive

Mimecast Limited; United States; Remote; USD 250,000 - 330,000; Full time

Job summary

Mimecast is seeking a high-velocity Mid-Market sales professional to own a patch of accounts in a remote capacity. You will generate your own pipeline, run full cycles with support from a CAM, SE, and BDR, and strive to exceed monthly, quarterly, and annual targets through a value-driven, CRO-led approach.

You will build executive relationships with CIOs/CISOs, collaborate with channel partners, and coordinate with Marketing on in-region campaigns to drive pipeline.

Qualifications

• Hunter mentality developed in fast-moving tech sectors.
• Existing network of IT buyers and decision-makers.
• Understanding of cyber pain points and how IT teams buy.
• Proven success building trusted relationships with CIOs and CISOs.
• Experience in IT or SaaS sales.
• Track record of hitting KPIs, pipeline, and revenue targets.
• Experience working in Channel/Indirect sales models.
• Experience working in remote or distributed sales environments.
• Knowledge of MEDDPICC, Command of the Message, or Challenger Sale is a plus.
• commercially minded operator with ownership over results.

Responsibilities

• Prospect, generate pipeline, and run full sales cycle with SE and CAM.
• Hit and exceed new business and existing account KPI targets.
• Deliver strong customer experience with solid sales execution.
• Build a strategic territory plan with channel inputs to exceed targets.
• Lead executive relationships and participate in quarterly business reviews.
• Partner with Channel network to generate leads and grow pipeline.
• Collaborate with Marketing to drive regional campaigns and top‑of‑funnel pipeline.
• Maintain relationships with new prospects to keep the pipeline moving.
• Manage KPI reporting and CRM hygiene across deals.
• Follow end-to-end sales process from first call to close.

Skills

Hunter mentality

IT buyers network

Cybersecurity pain points

CIOs/CISOs relationships

IT/SaaS sales

Hit KPIs / pipeline / revenue

Channel/Indirect sales

Remote/distributed sales

MEDDPICC / Challenger

Ownership / commercially minded

Customer-focused / growth mindset

Objection handling / entrepreneurial

Education

Degree level education preferred

Job description

About the position

Cybercrime isn’t slowing down, and neither are we. Mimecast protects tens of thousands of organisations from one of the fastest-growing risks in business today: email and collaboration-based attacks. Our Mid-Market team is where sales professionals build a strong book of business quickly.

This is a hunter’s role: you’ll own a patch of Mid-Market accounts, working alongside a dedicated Channel Account Manager (CAM), Solutions Engineer (SE), and BDR, and getting the most from each of them to build pipeline and close new business as part of a fast-paced team. It’s rewarded accordingly: this role comes with a competitive OTE and uncapped commission, so there’s no ceiling on what you can earn.

If you enjoy the chase, want to be measured on results, and like the autonomy of running your territory like your own business, this role is built for you.

This is a remote role. We’re looking for someone with proven experience managing their own time and performing well without close oversight.

What You’ll Do

Key Responsibilities:

• Prospect, generate your own pipeline, and run the full sales cycle, partnering with your Solutions Engineer and channel partners to demonstrate value and ROI through to pricing negotiations.

• Hit, and beat, your new business and existing account KPI’s, pipeline, and revenue targets every month, quarter, and year.

• Deliver a strong customer experience alongside solid sales execution.

• Build a strategic territory plan, with input from your CAM, BDR, and channel partners, to hit and exceed target.

• Lead executive relationships and represent the business at quarterly business reviews.

• Partner with our Channel network to generate leads and grow your pipeline.

• Work with Marketing to drive in-region campaigns and top-of-funnel pipeline for your territory.

• Build and maintain relationships with new business prospects to keep the pipeline moving.

• Manage your KPI reporting and CRM hygiene.

• Follow a structured, end-to-end sales process from first call to close.

• Attend relevant meetings across the business to keep your deals moving.

• Track your activity and report on performance, using the data to improve your approach.

What You’ll Need

Essential Skills and Experience:

• A hunter mentality, ideally developed in cybersecurity or another fast-moving tech sector.

• An existing network of relevant IT buyers and decision-makers.

• Understanding of cyber pain points and how corporate IT teams buy.

• Proven success building trusted relationships with CIOs and CISOs.

• Experience in IT or SaaS sales.

• A track record of hitting sales KPIs, pipeline, and revenue targets.

• Must have experience working in a Channel/In-Direct sales models.

• Experience working successfully in a remote or distributed sales environment.

• Experience in value-based, solution selling; MEDDPICC, Command of the Message, or Challenger Sale experience is a plus.

• A commercially minded operator with a strong sense of ownership over their results.

• Customer-focused, with a growth mindset.

• Strong interpersonal skills and the ability to build trust quickly.

• Good instincts for objection handling and an entrepreneurial mindset.

• Able to anticipate and address potential blockers to deals.

• Willing to share knowledge and support the wider team.

Qualifications:

• Degree level education preferred, but not required

The on-target earnings (OTE) range for this position is $250k−$330k (OTE) 50/50 split 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 Afffirmed 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.