Territory Account Executive (Fixed-Term, 12 Months)

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

Job summary

An established industry player in cybersecurity is seeking a Territory Account Executive to drive customer expansion 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 to achieve sales goals. The ideal candidate will have a proven track record in sales, exceptional negotiation skills, and a strong customer-centric approach. Join a forward-thinking company that values diverse perspectives and fosters innovation, all while supporting a remote-first work culture that prioritizes employee wellbeing and community engagement.

Benefits

Remote-first working model

Employee-led diversity networks

Annual charity initiatives

Global fitness competitions

Wellbeing webinars

Volunteer days for community support

Qualifications

• 3+ years in sales with proven track record of exceeding quotas.
• Strong understanding of mid-market sales cycles and buyer personas.

Responsibilities

• Manage full sales cycle from prospecting to closing.
• Drive adoption of Sophos solutions across mid-market accounts.

Skills

Sales Execution

Account Management

Channel Collaboration

Opportunity Discovery

Negotiation Skills

Customer-Centric Orientation

Technical Acumen

Organizational Skills

Education

Bachelor's Degree

Tools

Clari

Job description

About Us

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 worldwide from phishing, ransomware, data theft, other everyday and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is 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 be responsible for driving net-new, customer expansion business and managing the full sales cycle, from prospecting to closing, while also collaborating with internal teams and channel partners to achieve sales goals. You will create and manage sales opportunities with territory prospects and existing customers to meet and exceed your individual contributor sales quota, working closely with presales engineering resources, product teams, customer and renewal sales representatives, and our network of channel partner resellers to maximize Sophos' business in your territory.

What You Will Do

• Sales Execution: Run the full sales process from prospecting to close, develop go-to-market strategies for new business, and maintain accurate forecasts through Clari.
• Account Management: Drive adoption of Sophos solutions across mid-market accounts, conduct strategic reviews, and ensure successful customer experience.
• Channel Collaboration: Strategize with channel teams and partners to drive net-new business, establish co-selling partnerships, and generate opportunities through partner referrals.
• Industry Expertise: Become an insider within the cybersecurity industry, master the Sophos platform, and articulate our value proposition against competitors in the Next-Generation Cybersecurity market.
• Cross-Functional Leadership: Work effectively with sales development, engineering, channel managers, and marketing teams to showcase our value while managing your territory like a CEO.
• Accurate Forecasting: Know and understand your business deeply to drive accurate forecasting, ensuring visibility and predictability of territory performance against targets.
• Pipeline Building Expectations: Responsible for generating and maintaining a healthy pipeline of new logo opportunities with a target ACV (Annual Contract Value) of the Mid-Market segment. Success in this role requires consistently building a pipeline of 3-4x quota. Pipeline metrics will be measured by total ACV, deal progression velocity, and conversion rates from prospect to customer.

What You Will Bring

• 3+ years in a sales role working with end users or channel partners with proven track record of achieving/exceeding quotas
• Understanding of the mid-market business sales cycle, buyer personas, and decision-making processes
• Exceptional opportunity discovery, deal qualification, value proposition, negotiation, and closing skills
• Customer-centric orientation with ability to build relationships via email, telephone, and in person
• Solid technical acumen to explain technology benefits; strong cybersecurity knowledge an advantage
• Experience selling through and with channel partners, and ability to thrive in a team selling environment
• Excellent organizational skills with ability to prioritize and manage multiple tasks simultaneously
• Location: California

In the United States, the base salary for this role ranges from $79,000 to $131,500. 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.

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. Don't let a checklist hold you back –we encourage you to apply.

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. Please refer to the location details in our job postings for further information.

· 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.