Sr. Account Executive, SMB

Mimecast Limited; Lexington (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

Mimecast is seeking a Sr Account Executive, SMB to own a portfolio of new and expanding small‑to‑medium business accounts. You will lead complex deal cycles and higher‑value opportunities, operate with a higher quota, and mentor newer Account Executives to scale Mimecast’s SMB GTM.

You will build senior relationships with decision‑makers, partner cross‑functionally, and provide data‑driven forecasts to leadership while staying ahead of industry trends and Mimecast’s evolving product suite.

Qualifications

• 4-7 years of new-business acquisition experience.
• Consistent track record of meeting or exceeding quotas.
• Ability to engage with senior decision-makers.

Responsibilities

• Own a senior-level pipeline and quota for SMB accounts.
• Lead complex sales cycles with multi-stakeholder teams.
• Present and tailor Mimecast solutions to prospects.
• Build senior relationships with decision-makers.
• Mentor newer Account Executives and share guidance.
• Partner cross-functionally with sales engineering, marketing, and customer success.
• Maintain forecasting accuracy with CRM data and leadership.
• Stay informed on market trends and Mimecast’s product suite.

Skills

Executive communication

Negotiation skills

Tech fluency

Strategic relationships

Self-directed leadership

Senior sales experience

CRM proficiency

Tools

Salesforce

Job description

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

Sales is looking for a Sr. Account Executive, SMB to independently own a portfolio of new and expanding small‑to‑medium business (SMB) accounts. You will lead more complex deal cycles and higher‑value opportunities than an Account Executive role, operate with a higher quota and greater autonomy, and act as a credible voice with senior decision‑makers. You will also informally mentor newer Account Executives, helping scale Mimecast’s SMB go‑to‑market and strengthen the broader team’s execution.

What You’ll Do

• Own a senior-level pipeline and quota: Independently build, manage, and forecast a pipeline of qualified new‑business and expansion opportunities across SMB accounts, consistently meeting or exceeding an elevated quota.
• Lead complex sales cycles: Navigate multi‑stakeholder buying committees and more sophisticated deal structures, negotiating pricing, contracts, and terms with minimal oversight.
• Present and tailor Mimecast solutions: Deliver polished, consultative demonstrations and presentations that map Mimecast’s value proposition to each prospect’s specific risk profile and business needs.
• Build senior relationships: Establish credibility and trust with senior decision‑makers within SMB organizations, positioning Mimecast as a strategic partner rather than a point solution.
• Mentor newer Account Executives: Act as a go‑to resource for less experienced team members, sharing practical guidance on prospecting, objection handling, and deal strategy.
• Partner cross‑functionally: Work closely with sales engineering, marketing, deal desk, and customer success to remove obstacles and ensure a seamless prospect‑to‑customer handoff.
• Maintain forecasting accuracy: Keep CRM data current and provide reliable, data‑driven forecasts to sales leadership.
• Champion market and competitive knowledge: Stay ahead of industry trends, competitive positioning, and Mimecast’s evolving product suite, sharing insights that sharpen team‑wide messaging.

What You’ll Bring

• Advanced Communication & Negotiation Skills: Ability to lead executive‑level conversations and negotiate favorable terms on more complex deals.
• Consistently Results‑Driven: A sustained, verifiable track record of meeting or exceeding sales targets across multiple periods.
• Deep Tech Fluency: Strong working knowledge of cloud‑based technologies, cybersecurity, or email management solutions, with the ability to speak credibly to technical buyers.
• Strategic Relationship Builder: Proven ability to build multi‑threaded relationships and manage longer, more complex sales cycles.
• Self‑Directed Leadership: Highly autonomous and proactive, comfortable operating with minimal supervision while informally guiding peers.
• Proven Senior Sales Experience: 4-7 years of new‑business acquisition experience, including at least 1-2 years performing at or above quota in a similar SMB or mid‑market SaaS/technology sales role.
• CRM & Sales Tech Proficiency: Advanced experience with Salesforce or comparable CRM and sales‑engagement tools, including pipeline forecasting and reporting.

The US OTE range for this position is $120,000-$180,000 + 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 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 [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.