Mimecast
Enterprise Account Director
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Enterprise Account Director
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
This role sits within Mimecast's Enterprise Accounts team, a high-paced sales environment that manages our largest and most valuable customers. We're looking for an exceptional salesperson and customer partner with a proven track record of generating and closing upsell and renewal opportunities. You'll work closely with Marketing and our partner community to strengthen and expand account relationships, introduce new technology into the existing customer base, and drive retention and incremental revenue.
The ideal candidate is self-motivated, commercially minded, and a strong team player. You'll thrive in a fast-paced, agile, and well-structured sales environment that regularly reinvents itself. An understanding of the corporate technology stack, cybersecurity, cloud computing, and AI will be beneficial, along with the strong work ethic needed to succeed in a competitive marketplace.
What You'll Do
- 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, with a focus 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.
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What You'll Bring
- Demonstrated success in enterprise sales, operating with the autonomy, commercial judgment, and strategic account ownership typically developed through substantial experience in complex SaaS sales environments.
- A proven record of achieving revenue quotas and managing complex, high-value relationships within large enterprise accounts.
- The 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.
- A 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 the confidence to engage senior and C-level stakeholders.
- A proactive, forward-planning approach and a strong work ethic.
- A collaborative mindset and a proven ability to succeed as part of a team.
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On-Target Earnings (OTE)
The on-target earnings (OTE) range for this position is £140,000−£210,000 (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.
#LI-HO1
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.
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.
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