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About the Role
This role sits within Mimecast's Enterprise Accounts team, managing our largest and most valuable customers. You will be responsible for generating and closing upsell and renewal opportunities, strengthening account relationships, introducing new technology, and driving retention and incremental revenue.
Responsibilities
- Achieve monthly, quarterly, and annual upsell revenue targets by developing and executing effective sales activity plans.
- Sell new technology into the existing customer base, driving incremental revenue opportunities and deeper account penetration.
- Build and maintain strong relationships across large enterprise accounts, focusing on customer retention, renewals, and growth.
- Partner with the Partner/Channel Development team to develop and execute strategic account plans.
- Conduct monthly face-to-face customer visits and travel as needed for account reviews.
- Track pipeline performance and movement while maintaining accurate forecasting.
- Manage sales administration, including KPI reporting, weekly CRM updates, and general CRM housekeeping.
- Follow and execute an end-to-end sales methodology and process.
- Monitor and report on sales activities, providing relevant management information.
- Collaborate with other functions across Mimecast and continue developing relevant knowledge and skills through training.
Requirements
- Demonstrated success in enterprise sales, operating with autonomy, commercial judgment, and strategic account ownership developed through substantial experience in complex SaaS sales environments.
- Proven record of achieving revenue quotas and managing complex, high-value relationships within large enterprise accounts.
- Ability to identify and close upsell and renewal opportunities while strengthening long-term customer relationships.
- Experience in email security, human risk management, collaboration security, or data and intellectual property protection is beneficial or a wider cybersecurity SaaS background.
- Experience working across both direct and indirect sales models is preferred.
- Strong understanding of corporate IT teams and their buying processes.
- Strong business and commercial acumen, with the ability to assess performance critically and drive continuous improvement.
- Excellent written and verbal communication and presentation skills, including confidence to engage senior and C-level stakeholders.
- Proactive, forward-planning approach and a strong work ethic.
- Collaborative mindset and proven ability to succeed as part of a team.
- Successful completion of applicable background checks will be required for an offer of employment.
Skills
- Enterprise sales
- SaaS sales
- Sales activity planning
- Customer relationship management
- Strategic account planning
- Pipeline management
- Forecasting
- Sales administration
- CRM
- Sales methodology
- KPI reporting
- Communication skills
- Presentation skills
- Business acumen
- Commercial acumen
Location
- Remote
Work Type
- Full-time
Experience Level
- Senior
Salary/Compensations
- £140,000 - £210,000 OTE
Benefits
- Benefits package
- Eligible for incentive plans
- Additional benefits in accordance with company policy and local regulations
About the Company
- 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.
Equal Opportunity
- We are committed to building an inclusive, diverse community that celebrates and welcomes everyone.
- We are proud to be an Equal Opportunity and Affirmative Action Employer.
- 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.
- It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.