Senior Enterprise Account Executive

Sophos Group; Arizona; Remote; USD 128,000 - 213,000; Full time

Job summary

Sophos, a cybersecurity leader, seeks an Enterprise Account Executive to drive renewals, upselling, and cross-selling within large enterprise customers (1,001+ users) in the United States. You will align Sophos solutions to client needs, navigate complex procurement, and collaborate with cross-functional teams to maximize retention and growth.

The role focuses on long‑term ownership, consultative selling, and expanding enterprise value across sophisticated orgs, with a base salary in the posted

Qualifications

• 6+ years experience managing and growing enterprise customer accounts.
• Proven success driving renewals and expansion within existing customers.
• Excellent relationship building and consultative selling skills.
• Strong consultative selling, negotiation, and relationship-building skills.
• Ability to align customer needs to solution value over time.

Responsibilities

• Own and manage a portfolio of existing enterprise customer accounts.
• Drive timely and successful contract renewals through proactive customer engagement.
• Build and maintain strong relationships with business, technical, and executive stakeholders, including IT and security leadership.
• Identify, develop, and close upsell and cross-sell opportunities within existing enterprise accounts.
• Create and execute strategic account plans focused on retention, expansion, and long-term growth.
• Position additional Sophos solutions based on evolving customer security needs, priorities, and roadmap alignment.
• Navigate multi-stakeholder buying environments within existing customers.
• Partner closely with Sales Engineering to support solution positioning, demonstrations, and technical validations.
• Manage renewal and expansion opportunities through formal procurement and contracting processes when applicable.
• Collaborate closely with channel partners and system integrators to support renewals and expansion motions.
• Coordinate internal resources across Sales Engineering, Customer Success, Support, Product, and Leadership teams.
• Maintain clear ownership and accountability for account outcomes, even in partner-involved sales motions.
• Build and maintain accurate renewal and expansion forecasts.
• Accurately track account activity and opportunities and maintain CRM data integrity.
• Deliver predictable outcomes through strong execution, planning, and operational rigor.

Skills

Enterprise account management

Renewals

Expansion selling

Consultative selling

Relationship building

Negotiation

Job description

About Us

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real‑time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry‑leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next‑gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Enterprise Account Executive is responsible for driving renewals, upselling, and cross selling within a portfolio of existing enterprise customers (1,001+ users). Acting as a trusted advisor, this role focuses on understanding customer business and security needs, influencing key stakeholders, and aligning Sophos solutions to maximize customer retention, expand adoption, and drive long‑term account value through disciplined enterprise account management.

The role operates in complex enterprise environments, requiring engagement with multiple stakeholders, coordination across internal teams and partners, and navigation of formal procurement and contracting processes. Success is driven by deep customer understanding, proactive planning, and the ability to identify and close expansion opportunities while ensuring timely and successful renewals.

This role is ideal for enterprise sellers who excel at long‑term account ownership, consultative selling, and delivering sustained value within large, complex organizations.

What You Will Do

Account Ownership & Retention

• Own and manage a portfolio of existing enterprise customer accounts
• Drive timely and successful contract renewals through proactive customer engagement
• Build and maintain strong relationships with business, technical, and executive stakeholders, including IT and security leadership

Expansion, Upsell & Cross‑Sell

• Identify, develop, and close upsell and cross‑sell opportunities within existing enterprise accounts
• Create and execute strategic account plans focused on retention, expansion, and long‑term growth
• Position additional Sophos solutions based on evolving customer security needs, priorities, and roadmap alignment

Enterprise Account Execution

• Navigate multi‑stakeholder buying environments within existing customers
• Partner closely with Sales Engineering to support solution positioning, demonstrations, and technical validations
• Manage renewal and expansion opportunities through formal procurement and contracting processes when applicable

Partner & Internal Collaboration

• Collaborate closely with channel partners and system integrators to support renewals and expansion motions
• Coordinate internal resources across Sales Engineering, Customer Success, Support, Product, and Leadership teams
• Maintain clear ownership and accountability for account outcomes, even in partner‑involved sales motions

Pipeline & Forecast Management

• Build and maintain accurate renewal and expansion forecasts
• Accurately track account activity and opportunities and maintain CRM data integrity
• Deliver predictable outcomes through strong execution, planning, and operational rigor

What You Will Bring

Required

• 6+ experience managing and growing enterprise customer accounts
• Demonstrated success driving renewals and expansion within existing customers
• Excellent relationship building and consultative selling skills.
• Strong consultative selling, negotiation, and relationship‑building skills
• Ability to align customer needs to solution value over time

Preferred

• Experience selling cybersecurity, SaaS, or enterprise technology solutions
• Experience managing enterprise renewals involving procurement and contracting
• Experience collaborating with channel partners and sales engineers in enterprise environments

Measures of Success

• Customer retention and renewal performance
• Upsell and cross‑sell expansion within existing enterprise accounts
• Strength and progression of account growth pipeline
• Forecast accuracy and execution discipline
• Customer satisfaction and long‑term account health

In the United States, the base salary for this role ranges from $127,500 to $212,500. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job‑related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

The ideal candidate should reside in one of the following areas: San Francisco Bay area, Phoenix, or Las Vegas.

Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team.

What's Great About Sophos?

Sophos operates a remote‑first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit

Employee‑led diversity and inclusion networks that build community and provide education and advocacy

Annual charity and fundraising initiatives and volunteer days for employees to support local communities

Global employee sustainability initiatives to reduce our environmental footprint

Global fitness and trivia competitions to keep our bodies and minds sharp

Global wellbeing days for employees to relax and recharge

Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos