What are the responsibilities and job description for the Renewal Account Manager, Mid-Market position at 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
As a Renewal Account Manager, Mid-Market at Mimecast, you'll own the full renewal lifecycle for a portfolio of mid-market accounts, protecting and growing revenue. You'll serve as a trusted advisor to customers with complex needs, longer sales cycles, and higher contract values, bringing strategic engagement and business acumen to each renewal.
What You'll Do
- Own the renewal lifecycle for your portfolio, ensuring on-time bookings and meeting revenue retention targets.
- Build proactive renewal strategies for accounts with multi-year contracts, multi-product deployments, or complex organizational structures.
- Identify and execute upsell and expansion opportunities, including seat growth, tier upgrades, and price increases, in coordination with the broader sales organization.
- Conduct regular business reviews and health checks with customer stakeholders to assess satisfaction, adoption, and risk.
- Partner with Customer Success, Sales, and Solutions teams to resolve escalations, address churn risk, and help customers achieve their intended outcomes.
- Manage and prioritize channel partner renewal activity for mid-market accounts.
- Maintain accurate pipeline data and deliver reliable weekly and monthly renewal forecasts to leadership.
- Navigate multi-stakeholder deals involving procurement, finance, and end-user champions.
- Document and communicate competitive threats and at-risk accounts to internal teams.
What You'll Bring
- 3-5 years of experience in renewals, account management, or a related customer-facing sales role.
- A track record of meeting or exceeding renewal or revenue retention quotas.
- Experience managing mid-market accounts.
- Analytical and strategic thinking skills, with the ability to manage a pipeline of accounts at different stages of the renewal cycle.
- Strong negotiation and relationship management skills, including the ability to negotiate contracts and handle pricing conversations with confidence.
- Communication and presentation skills that help you engage decision-makers beyond your day-to-day contacts.
- Proficiency with CRM platforms such as Salesforce, forecasting tools, and Microsoft Office/Excel.
- The ability to manage multiple accounts with varying levels of complexity simultaneously in a fast-paced environment.
- Preferred: experience managing accounts in the $50K-$250K ARR range.
- Preferred: a bachelor's degree.
The US OTE range for this position is $88,000-$110,000 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 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.
Salary : $50,000 - $250,000