Description
Account Manager, Mid-Market
Remote - US
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
As an Account Manager, Mid-Market, you'll own a portfolio of existing customers with 750–1,500 employees and grow revenue through upsell and cross-sell. This quota-carrying role focuses on relationship-driven selling rather than net-new prospecting. You'll combine commercial judgment, disciplined pipeline management, and fluency in cloud computing and the broader IT stack to engage technical buyers and buying committees.
What You'll Do
- Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across your portfolio of mid-market accounts.
- Partner with the Partner/Channel Development team to build and execute account plans.
- Build and manage a disciplined pipeline, supported by sales activity plans aligned with your revenue quota.
- Develop and maintain trusted relationships with multiple stakeholders across your existing customer base.
- Identify expansion opportunities and sell additional Mimecast products into existing accounts.
- Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
- Apply Mimecast's end-to-end sales methodology consistently across your portfolio.
- Collaborate with Customer Success, Support, and other teams to support customers and broader business goals.
What You'll Bring
- Demonstrated success independently managing a portfolio of existing mid-market IT customers with 750–1,500 employees, with a track record of meeting sales and upsell/retention quotas.
- Strong commercial judgment and the ability to identify and develop upsell and cross-sell opportunities within existing accounts.
- An understanding of corporate IT teams, technology buying processes, cloud computing, and the broader technology and cybersecurity stack, with the ability to hold credible conversations with technical buyers and buying committees.
- The ability to build and sustain trusted customer relationships over time and engage multiple stakeholders within an account.
- Experience using Salesforce or another CRM to manage opportunities, pipeline, and account activity.
- Self-motivation, strong organization, and disciplined pipeline management in a fast-paced, quota-carrying environment.
The on-target earnings (OTE) range for this position is 152,000 - 228,000 USD 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.
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.