What are the responsibilities and job description for the Account Manager, Enterprise position at Mimecast North America, Inc.?
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
As an Account Manager, Enterprise, you'll own a portfolio of existing enterprise accounts with 5,000 employees and grow revenue through upsell and cross-sell. This strategic, quota-carrying role is focused on relationship-driven selling and long-term account stewardship rather than net-new prospecting. You'll combine strong commercial skills and executive relationships with disciplined pipeline management and deep fluency in the cybersecurity and IT landscape.
What You'll Do
- Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across your portfolio of enterprise accounts.
- Partner with the Partner/Channel Development team to build and execute multi-year strategic account plans.
- Build and manage a disciplined pipeline, with sales activity plans aligned to agreed revenue quotas.
- Develop and maintain trusted relationships with senior and executive stakeholders across your account base.
- Identify expansion opportunities and sell new Mimecast products into existing accounts to drive incremental revenue and platform adoption.
- Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
- Work with Customer Success, Support, sales engineering, and channel teams to support customers and drive account health.
- Stay informed about competitive, industry, and market developments relevant to your accounts.
What You'll Bring
- Demonstrated success managing large, complex IT or SaaS enterprise accounts with 5,000 employees, achieving upsell and retention quotas, and sustaining customer relationships over time.
- The ability to build credibility and trust with C-level and senior IT and security stakeholders.
- Strong foundational knowledge of the cybersecurity industry, technology stack, security processes, and ecosystems.
- Strong commercial skills and disciplined pipeline management across complex accounts.
- Working knowledge of sales methodologies such as MEDDIC, Force Management, or Challenger.
- Proficiency with Salesforce or other CRM platforms.
The on-target earnings (OTE) range for this position is $200,000 - $300,000 USD (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
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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 Affirmative Action Employer, and we'd encourage you to join us whatever your background. 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 careers@mimecast.com.
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.
Mimecast is an Affirmative Action, Equal Opportunity Employer that values the strength that diversity brings to the workplace. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, protected veteran status, disability, or other protected group status. EEO is the Law