Salesforce Account Executive - REMOTE

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

Job summary

Mimecast Limited is seeking an Enterprise Account Executive (West) to identify, qualify and close new business in large organizations. You will build a regional pipeline, collaborate with channel partners, and align Mimecast security solutions with enterprise needs.

You will manage territory strategy, forecast regularly, and coordinate with pre-sales, customer success, channel, and marketing teams. A background in IT or SaaS sales, channel experience, and knowledge of MEDDIC/Challenger/SPIN are

Qualifications

• Proven track record of winning new business in IT or SaaS sales.
• Experience managing enterprise accounts and meeting sales targets.
• Able to present ideas and products consultatively to senior stakeholders.
• Knowledge of cybersecurity technology and how buying processes work.
• Experience selling through channel partners.
• Familiarity with MEDDIC, Force Management, Challenger and SPIN Selling.
• Proficient with Salesforce or another CRM platform.
• Willingness to travel ~25-30% for meetings and events.
• Bachelor's degree preferred.

Responsibilities

• Prospect, qualify and win new enterprise opportunities in the West territory.
• Develop existing customer relationships via regional marketing and direct sales.
• Manage territory pipeline and account strategy to hit targets.
• Provide monthly and quarterly sales forecasts.
• Coordinate with pre-sales, post-sales, CS, channel and marketing teams.
• Collaborate with reseller and integration partners on campaigns.
• Lead technical validation and value engagements tying Mimecast tech to business value.
• Monitor competitive developments and provide market feedback to teams.
• Utilize Salesforce, DemandBase, ZoomInfo, LinkedIn Navigator and Gong to manage work.

Skills

Enterprise sales

Consultative selling

Channel partner selling

MEDDIC methodology

Force Management

Challenger SPIN selling

Salesforce CRM

Education

Bachelor's degree (preferred)

Tools

Salesforce

CRM platform

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. Final offers will reflect these considerations and may vary accordingly.

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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 Aff

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.