Territory Account Executive (Fixed-Term, 12 Months)

Sophos; California (MO); Hybrid; USD 79,000 - 132,000; Full time

Job summary

An established industry player is seeking a Territory Account Executive to drive new customer acquisition in the Mid-Market segment. This role involves managing the entire sales cycle, from prospecting to closing, while collaborating with internal teams and channel partners. The ideal candidate will have a strong sales background, excellent negotiation skills, and a customer-centric approach. Join a dynamic team that values innovation and collaboration, and contribute to a company that is redefining cybersecurity solutions. This is a fantastic opportunity to make a significant impact in a rapidly evolving industry.

Benefits

Remote-first work model

Employee-led diversity initiatives

Wellbeing days

Training programs

Charity and volunteer programs

Qualifications

• 3+ years in sales with a proven track record of exceeding quotas.
• Strong discovery, qualification, negotiation, and closing skills.

Responsibilities

• Manage the full sales cycle from prospecting to closing.
• Collaborate with internal teams and channel partners to achieve sales goals.

Skills

Sales Experience

Negotiation Skills

Customer Relationship Management

Technical Acumen

Channel Sales

Education

Bachelor's Degree

Job description

Territory Account Executive (Fixed-Term, 12 Months)

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Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies, and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs), and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations from phishing, ransomware, data theft, and other cybercrimes. The solutions are powered by threat intelligence from Sophos X-Ops and the Counter Threat Unit (CTU). Headquartered in Oxford, U.K., more information is available at www.sophos.com.

Role Summary

As a Territory Account Executive for the Mid-Market segment (251-2500 employees), you will drive new customer acquisition and expansion, managing the full sales cycle from prospecting to closing. You will collaborate with internal teams and channel partners to achieve sales goals, creating and managing sales opportunities with prospects and existing customers to meet and exceed your sales quota. You will work closely with presales engineering, product teams, customer and renewal sales reps, and channel resellers to maximize business in your territory.

What You Will Do

• Run the full sales process from prospecting to close, develop go-to-market strategies, and maintain accurate forecasts.
• Drive adoption of Sophos solutions across mid-market accounts, conduct strategic reviews, and ensure a positive customer experience.
• Collaborate with channel teams and partners to generate new business, establish co-selling partnerships, and leverage partner referrals.
• Become an industry expert, mastering the Sophos platform and articulating our value proposition against competitors.
• Work effectively with sales development, engineering, channel managers, and marketing to showcase our value and manage your territory like a CEO.
• Build and maintain a healthy pipeline of new logo opportunities with a target ACV, aiming for 3-4x quota in pipeline.

What You Will Bring

• 3+ years in sales with a proven track record of exceeding quotas, working with end users or channel partners.
• Understanding of mid-market sales cycles, buyer personas, and decision-making processes.
• Strong discovery, qualification, negotiation, and closing skills.
• Customer-centric approach with relationship-building skills via email, phone, and in person.
• Technical acumen, with cybersecurity knowledge as an advantage.
• Experience in channel sales and team selling environments.
• Excellent organizational skills and ability to manage multiple tasks.
• Location: California

In the U.S., the base salary ranges from $79,000 to $131,500, with additional commissions and benefits. Salary depends on skills, experience, location, and organizational needs.

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Ready to Join Us?

We value diverse perspectives and encourage candidates to apply even if they don't meet every requirement. Your unique skills could be a great fit for our team.

What's Great About Sophos?

• Remote-first work model, with some roles requiring hybrid work.
• Innovative, fun, and collaborative culture.
• Employee-led diversity and inclusion initiatives.
• Charity, volunteer, and sustainability programs.
• Wellbeing days, webinars, and training programs.

Our Commitment To You

We promote equality and diversity, providing fair opportunities and accommodations. Please inform us of any adjustments needed during the recruitment process.

Data Protection

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Seniority level

• Not Applicable

Employment type

• Contract

Job function

• Sales and Business Development

Industries

• Software Development