Remote Mid-Market Account Manager - Growth & Upsell

Mimecast North America, Inc.; Arizona; Remote; USD 152,000 - 228,000; Full time

Job summary

Mimecast North America, Inc. is seeking an Account Manager, Mid-Market to nurture and expand a portfolio of existing customers ranging from 750 to 1,500 employees.

This quota-bearing role emphasizes relationship-driven selling with a focus on upsell and cross-sell within a cloud IT and cybersecurity stack. You will manage opportunities end-to-end, collaborate with cross-functional teams, and leverage Salesforce to drive disciplined pipeline and accurate forecasting.

Qualifications

• Portfolio management of mid-market IT customers (750–1,500 employees) with upsell/retention quotas.
• Strong commercial judgment to identify and develop upsell opportunities within existing accounts.
• Ability to converse with technical buyers and buying committees across IT and cybersecurity.
• Experience using CRM to manage opportunities, pipeline, and activity.

Responsibilities

• 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.

Skills

Account management

Upsell & cross-sell

Pipeline management

CRM / Salesforce

Relationship building with executives

Tools

Salesforce

Job description

Mimecast North America, Inc. is seeking an Account Manager, Mid-Market to nurture and expand a portfolio of existing customers ranging from 750 to 1,500 employees.

This quota-bearing role emphasizes relationship-driven selling with a focus on upsell and cross-sell within a cloud IT and cybersecurity stack. You will manage opportunities end-to-end, collaborate with cross-functional teams, and leverage Salesforce to drive disciplined pipeline and accurate forecasting.