Sales Manager, SMB

Mimecast; Lexington (MA); On-site; USD 200,000 - 300,000; Full time

Job summary

Mimecast seeks an experienced SMB Expansions West Manager in Lexington, MA to lead Account Managers focused on upsell within a 250–749 seat base. You will coach reps, own the upsell forecast, and collaborate with sales leadership to drive segment revenue.

This player-coach role reports to the Senior Director of SMB Expansion. The role requires 5+ years in B2B SaaS or cybersecurity sales, a proven quota attainment record, and strong MEDDIC-based skills.

Qualifications

• 5+ years of B2B sales or account management experience.
• 2+ years in front-line sales leadership or management role.
• Experience in SaaS or cybersecurity.
• Track record of meeting/exceeding team quotas (upsell/expansion/renewals).
• Familiarity with MEDDIC or similar sales methodology.
• Experience with CRM data analysis (Salesforce, Snowflake).

Responsibilities

• Lead, coach, and develop a team of Account Managers to hit upsell targets in 250–749 seat segment.
• Own the upsell forecast and provide weekly/monthly updates to sales leadership.
• Collaborate on deal strategy, pipeline hygiene, and MEDDIC-based qualification.
• Drive adoption of Mimecast Full Platform across installed base through cross-sell.
• Manage performance, onboarding, ramp planning, and career development.
• Coordinate with RevOps, Marketing, Customer Success, and Product to remove obstacles.
• Maintain CRM discipline and accurate pipeline data for reporting.
• Represent the team in quarterly business reviews with SMB leadership.

Skills

Leadership

Quota attainment

Coaching

Analytical thinking

Communication

Technical aptitude

Location requirement

Education

Bachelor's degree

Equivalent experience

Tools

Salesforce

Snowflake

Job description

We are seeking an experienced and driven SMB Expansion West Manager to lead a team of Account Managers responsible for growing revenue within our existing Macro West customer segment (250–749 seats). This is a player-coach leadership role: you will own the upsell performance of your team, coach and develop individual contributors, and partner closely with sales leadership to hit segment-level revenue targets. You will report to the Senior Director of Sales, SMB Expansion, alongside peer managers leading the Macro East and SMB Micro segments, and will be a key contributor to the broader SMB Expansion leadership team. This role is based out of our Lexington, MA office, with in-office attendance increasing during quarter-end weeks to support forecasting, deal reviews, and team alignment.

What You’ll Do

• Team Leadership: Lead, coach, and develop a team of Account Managers, driving individual and team accountability against upsell quota targets within the 250–749 seat segment.
• Forecast Management: Own the upsell forecast for your team, delivering accurate weekly and monthly forecasts (Commit, Best Case, Upside) to sales leadership.
• Pipeline & Deal Strategy: Partner with reps on deal strategy, pipeline hygiene, and MEDDIC-based qualification to improve win rates and deal velocity on complex, multi-stakeholder opportunities.
• Revenue Growth: Drive adoption of Mimecast's full platform (Advanced Threat, Human Risk Management, Data Protection/Incydr, Backup & Recovery) across the existing installed base through whitespace and cross-sell analysis.
• Talent Management: Actively manage rep performance, including onboarding, ramp planning, career development conversations, and performance management where needed.
• Cross-Functional Collaboration: Work cross-functionally with RevOps, Marketing, Customer Success, and Product to remove obstacles and support your team's execution.
• Reporting & CRM: Maintain rigorous CRM discipline across the team (Salesforce), ensuring clean, current pipeline and account data to support accurate reporting.
• Business Reviews: Represent your team and segment in regular business reviews with the Senior Director, Sales, and broader SMB leadership.

What You’ll Bring

• Proven Leadership Experience: 5+ years of B2B sales or account management experience, with at least 2+ years in a front-line sales leadership or management role, ideally in SaaS or cybersecurity.
• Quota Attainment: Demonstrated track record of carrying and exceeding a team quota, ideally in an upsell/expansion or renewals motion.
• Coaching & Deal Skills: Ability to coach reps through deal strategy, negotiation, and forecasting with a data-driven, MEDDIC or similar sales methodology.
• Analytical Aptitude: Comfort working with pipeline, forecast, and performance data (Salesforce, Snowflake, or similar) to identify trends and coach to them.
• Communication Skills: Exceptional verbal and written communication skills, with the ability to present to senior sales leadership.
• Technical Aptitude: Understanding of cloud-based cybersecurity, email security, or data protection solutions strongly preferred.
• Location Requirement: Must be able to work from the Lexington, MA office a minimum of two days per week, increasing to three days per week during the last week of each fiscal quarter.
• Bachelor's degree in business, marketing, or a related field preferred; equivalent experience will also be considered.

The US OTE range for this position is $200,000-$300,000 + benefits. This reflects the minimum and maximum target for new hire on-target earnings for this position. This position may also be eligible for other related benefits. Our salary ranges are determined by role, level, and location. These factors and individual capabilities will also determine the individual pay offered.

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 Affimative 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. 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 [e-mail].

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.