Senior Enterprise Pursuit Executive (Mid-West US)

Sophos; Minnesota; On-site; USD 113,000 - 213,000; Full time

Job summary

Sophos is seeking an Enterprise Pursuit Executive to drive net-new enterprise logos (1001+ users) within an assigned territory. This hunter role focuses on opening new relationships and closing new business through disciplined enterprise sales execution in complex buying environments.

You will manage the full sales cycle, lead RFPs and POVs, collaborate with Sales Engineering, and align our cybersecurity platform with executive priorities.

Qualifications

• 8+ years of selling net-new solutions into enterprise customers.
• Demonstrated success closing new logo business in complex, multi-stakeholder environments.
• Experience navigating formal enterprise buying processes, including procurement, RFPs, and technical evaluations.
• Strong prospecting, discovery, and negotiation skills.
• Ability to engage credibly with senior business and technical decision-makers.

Responsibilities

• Identify, prospect, and develop new enterprise customer opportunities within assigned territory.
• Build new relationships with senior business leaders and technical stakeholders, including CIO, CISO, and security leadership.
• Develop and execute territory and account strategies to drive consistent net-new customer acquisition.
• Own the full sales cycle from initial outreach through contract close for new enterprise customers.
• Lead structured buying processes, including RFP responses, POVs, pricing discussions, and procurement coordination.
• Navigate multi-stakeholder decision-making and consensus building in large customer environments.
• Position Sophos’ cybersecurity platform and services based on customer business priorities and security needs.
• Translate technical and operational requirements into clear value propositions for economic and executive buyers.
• Partner closely with Sales Engineering to support solution validation, demonstrations, and POVs.
• Collaborate closely with channel partners and system integrators to generate pipeline and accelerate new logo opportunities.
• Coordinate internal resources across Sales Engineering, Marketing, Product, and Leadership.
• Maintain clear ownership and accountability for opportunities, even in partner-involved sales motions.
• Build and maintain a healthy enterprise pipeline sufficient to support new logo revenue objectives.
• Maintain accurate opportunity management and forecasting in Salesforce and internal sales systems.
• Consistently deliver disciplined sales execution and predictable outcomes.

Skills

Enterprise sales

New logo acquisition

Prospecting

Negotiation

Stakeholder management

RFP/Procurement navigation

Tools

Salesforce

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.

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 Pursuit Executive is responsible for acquiring net-new enterprise customers (1001+ users) within an assigned territory. This is a true hunter role, focused exclusively on opening new relationships and closing new logo business through disciplined enterprise sales execution to grow Sophos’ market share. The role operates in complex enterprise buying environments, often involving multiple stakeholders, formal procurement processes, and proof-of-value (POV) engagements. Sales cycles typically range from 3 to 12 months, and success requires balancing strategic engagement with consistent pipeline generation and closure. This role is ideal for sales professionals who thrive in competitive environments, enjoy opening new relationships, and are passionate about helping organizations improve their cybersecurity posture.

What You Will Do

New Logo Acquisition

• Identify, prospect, and develop new enterprise customer opportunities within assigned territory


• Build new relationships with senior business leaders and technical stakeholders, including CIO, CISO, and security leadership


• Develop and execute territory and account strategies to drive consistent net-new customer acquisition

Enterprise Sales Execution

• Own the full sales cycle from initial outreach through contract close for new enterprise customers


• Lead structured buying processes, including RFP responses, POVs, pricing discussions, and procurement coordination


• Navigate multi-stakeholder decision-making and consensus building in large customer environments

Solution & Value Selling

• Position Sophos’ cybersecurity platform and services based on customer business priorities and security needs


• Translate technical and operational requirements into clear value propositions for economic and executive buyers
  
• Partner closely with Sales Engineering to support solution validation, demonstrations, and POVs

Partner & Internal Collaboration

• Collaborate closely with channel partners and system integrators to generate pipeline and accelerate new logo opportunities


• Coordinate internal resources across Sales Engineering, Marketing, Product, and Leadership


• Maintain clear ownership and accountability for opportunities, even in partner-involved sales motions

Pipeline & Forecast Management

• Build and maintain a healthy enterprise pipeline sufficient to support new logo revenue objectives


• Maintain accurate opportunity management and forecasting in Salesforce and internal sales systems


• Consistently deliver disciplined sales execution and predictable outcomes

What You Will Bring

Required

• 8+ years of selling net-new solutions into enterprise customers


• Demonstrated success closing new logo business in complex, multi-stakeholder sales environments


• Experience navigating formal enterprise buying processes, including procurement, RFPs, and technical evaluations


• Strong prospecting, discovery, and negotiation skills


• Ability to engage credibly with senior business and technical decision-makers

Preferred

• Experience selling cybersecurity, SaaS, or enterprise technology solutions


• Experience selling platform-based or solution-oriented offerings


• Experience working with channel partners and sales engineers in enterprise motions

Measures of Success

• Net-new enterprise customer acquisition


• Strength, quality, and progression of enterprise pipeline


• Effectiveness navigating POVs, RFPs, and enterprise buying stages


• Forecast accuracy and sales execution discipline

In the United States, the base salary for this role ranges from $112,500 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.

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. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.