What are the responsibilities and job description for the VP, Enterprise Sales - North America position at Mimecast?
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
Mimecast is looking for a VP Sales, Enterprise - North America to elevate, modernize, and scale our established North American enterprise sales organization, driving new-logo acquisition and expansion within our largest, most strategic prospects and customers. This position reports to our SVP, Sales, North America. This is a high-visibility, high-impact leadership role at the heart of Mimecast’s growth strategy. You’ll inherit an established enterprise team and book of business and modernize the playbooks, sales process, and partner ecosystem to set the standard for world-class enterprise selling, and then prove it works. Enterprise buyers expect a platform story, a security partner who understands their business, and a seller who can navigate procurement, security review, and complex, multi-stakeholder deals, frequently alongside channel partners. We’re looking for a leader who can build a consultative, solution-selling culture, deepen partner relationships, and drive measurable growth in enterprise bookings - fast. For this role, our Lexington, MA offices are preferred (hybrid work schedule) but we'd consider other US cities as well (remote).
What You'll Do
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.
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
Mimecast is looking for a VP Sales, Enterprise - North America to elevate, modernize, and scale our established North American enterprise sales organization, driving new-logo acquisition and expansion within our largest, most strategic prospects and customers. This position reports to our SVP, Sales, North America. This is a high-visibility, high-impact leadership role at the heart of Mimecast’s growth strategy. You’ll inherit an established enterprise team and book of business and modernize the playbooks, sales process, and partner ecosystem to set the standard for world-class enterprise selling, and then prove it works. Enterprise buyers expect a platform story, a security partner who understands their business, and a seller who can navigate procurement, security review, and complex, multi-stakeholder deals, frequently alongside channel partners. We’re looking for a leader who can build a consultative, solution-selling culture, deepen partner relationships, and drive measurable growth in enterprise bookings - fast. For this role, our Lexington, MA offices are preferred (hybrid work schedule) but we'd consider other US cities as well (remote).
What You'll Do
- Elevate and execute Mimecast’s enterprise revenue growth strategy, driving new-logo acquisition and expansion across strategic prospects and customers.
- Coach, develop, and grow the existing enterprise sales and account management teams while building a high-performance, consultative selling culture.
- Modernize the enterprise sales process, deal desk, account segmentation, and playbooks to improve execution and deepen key customer relationships.
- Shift the organization from transactional selling to consultative, platform-led solution selling, partnering with Product to build motions for target enterprise verticals.
- Collaborate with senior Product, Engineering, and Marketing leaders to make enterprise sales a board-level growth lever.
- Modernize and scale Mimecast’s channel-inclusive enterprise go-to-market motion across VARs, MSSPs, distributors, and technology alliance partners, strengthening joint account planning, deal registration, and partner engagement standards.
- Partner with Customer Experience and Renewals to improve retention and expansion, prioritize whitespace, and implement multi-year contracts, pricing guardrails, and 90–120-day early-engagement renewal motions that mitigate downsell and churn.
- Drive rigorous pipeline and activity tracking, forecasting accountability, and operational precision, using data, automation, and AI-powered tools to improve predictability, velocity, and win rates while keeping the human element front and center.
- Represent enterprise sales in executive forums, including weekly pipeline reviews and strategic planning, while coordinating with Customer Success, Marketing, and Channel to deliver a seamless enterprise customer experience.
- Monitor market, competitive, and customer trends and translate insights into focused sales strategies and execution priorities.
- A proven track record of developing and delivering comprehensive revenue growth strategies aligned with company goals and consistently achieving or exceeding revenue targets.
- Significant leadership experience in cybersecurity or a closely adjacent enterprise SaaS environment, ideally selling security, risk, or compliance solutions directly to enterprise buyers.
- Experience leading a scaled, revenue-focused SaaS organization, ideally at meaningful scale—preferably $100M in revenue—and driving growth through scaling journeys.
- Deep understanding of subscription-based, recurring-revenue SaaS business models and platform selling across multiple product lines.
- Demonstrated success building and scaling enterprise go-to-market motions with VARs, resellers, MSSPs, or distributors, including co-selling, deal registration, and joint account planning.
- A track record of improving net retention and mitigating downsell and churn across an enterprise book of business through strategies such as multi-year contracts, early renewal engagement, and pricing and negotiation guardrails.
- Data- and metrics-driven leadership experience, including structuring and improving KPIs, setting quotas and budgets, shaping sales compensation plans, and using analytics to monitor pipeline health and seller effectiveness.
- Excellent communication, negotiation, and relationship-building skills, with a track record of hiring, mentoring, developing, and retaining successful sales leaders.
- Experience instilling operational excellence in a sales organization and implementing and optimizing best-in-class processes and systems.
- Experience partnering with Product to build verticalized sales motions grounded in specific industries and real customer workflows.
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.