Senior Enterprise Pursuit Executive (Mid-West US)

Sophos; Wisconsin; Remote; USD 113,000 - 213,000; Full time

Benefits offered by this job

Remote-first model

Hybrid options

Wellbeing & learning programs

Job summary

Sophos, a cybersecurity leader, is seeking an Enterprise Pursuit Executive to win net-new enterprise customers (1001+ users) in the assigned U.S. territory.

This hunter role covers the full sales cycle from initial outreach to contract close, in complex environments with multiple stakeholders and procurement steps. Ideal candidates have 8+ years selling to enterprise buyers, strong negotiation skills, and the ability to translate security needs into executive-ready business value.

Qualifications

• 8+ years of selling net-new solutions into enterprise customers.
• Experience navigating multi-stakeholder and complex enterprise buying processes.
• Strong prospecting, discovery, and negotiation skills.
• Ability to engage credibly with senior business and technical decision-makers.

Responsibilities

• Identify, prospect, and develop new enterprise opportunities in the assigned territory.
• Build relationships with senior leaders (CIO, CISO, and security leadership).
• Develop and execute territory and account strategies for net-new customer acquisition.
• Own full sales cycle from outreach to contract close for enterprise customers.
• Lead RFP responses, POVs, pricing discussions, and procurement coordination.
• Navigate multi-stakeholder decision-making in large environments.

Skills

Enterprise sales

New logo acquisition

Stakeholder management

Negotiation

Prospecting

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.

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 to12months, and success requires balancing strategic engagement withconsistent pipelinegenerationand closure.

NewLogoAcquisition

• Identify,prospect,and developnewenterprisecustomer opportunitieswithinassignedterritory
• Buildnew relationships withsenior business leadersand technicalstakeholders, includingCIO, CISO, and security leadership
• Developand executeterritory and account strategiesto drive consistent net-newcustomer acquisition

Enterprise Sales Execution

• Own the fullsalescyclefrominitialoutreachthrough contractclosefor newenterprisecustomers
• Leadstructuredbuying processes, including RFPresponses,POVs, pricingdiscussions, andprocurementcoordination
• Navigatemulti-stakeholderdecision-making andconsensus building inlargecustomerenvironments

Solution&ValueSelling

• Position Sophos’cybersecurityplatformand services basedon customer business prioritiesand security needs
• Translate technical andoperational requirements into clearvaluepropositions for economic and executive buyers
• Partner closely with Sales Engineeringto 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,andLeadership
• Maintain clear ownership and accountability for opportunities, even in partner-involved sales motions

Pipeline & Forecast Management

• Build andmaintaina healthyenterprise pipeline sufficient to support new logo revenue objectives
• Maintainaccurateopportunity management and forecasting in Salesforce and internal sales systems
• Consistently deliver disciplined sales execution and predictable outcomes

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 withchannel partners and sales engineers in enterprise motions

Measures of Success:

• Net-newenterprise 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.

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

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