Senior Enterprise Account Executive

This is a fully remote position, open to applicants in Arizona, +2 more states.

📋 Description

• Take ownership and oversee a portfolio of established enterprise customer accounts

• Ensure timely and successful contract renewals through proactive engagement with customers

• Cultivate relationships with business, technical, and executive stakeholders, including IT and security leadership

• Identify, develop, and finalize upsell and cross-sell opportunities

• Design and implement strategic account plans aimed at retention, expansion, and long-term growth

• Position additional Sophos solutions in accordance with customer security needs and alignment with their roadmap

• Navigate complex buying environments with multiple stakeholders

• Collaborate with Sales Engineering on solution positioning, demonstrations, and technical validations

• Manage renewal and expansion opportunities throughout the procurement and contracting processes

• Work in partnership with channel partners and system integrators

• Coordinate internal resources across Sales Engineering, Customer Success, Support, Product, and Leadership

• Maintain ownership and accountability for the outcomes of accounts

• Develop and sustain accurate forecasts for renewals and expansions

• Monitor account activity and opportunities while ensuring the integrity of CRM data

• Deliver consistent outcomes through effective execution, planning, and operational rigor

⛳️ Requirements

• Over 6 years of experience in managing and growing enterprise customer accounts

• Proven track record of driving renewals and expansions within existing customer bases

• Excellent skills in relationship-building and consultative selling

• Strong negotiation capabilities

• Ability to align customer needs with solution value over time

• Experience in selling cybersecurity, SaaS, or enterprise technology solutions is preferred

• Background in managing enterprise renewals that involve procurement and contracting is preferred

• Experience collaborating with channel partners and sales engineers in enterprise settings is preferred

• Legal authorization to work in the United States without the need for employer sponsorship

• Reside in the San Francisco Bay Area, Phoenix, or Las Vegas

🏝️ Benefits

• Targeted sales commissions

• Comprehensive benefits package

• Remote-first working model

• Employee-led diversity and inclusion networks

• Annual charity and fundraising initiatives

• Volunteer days

• Global employee sustainability initiatives

• Global fitness and trivia competitions

• Global wellbeing days

• Monthly wellbeing webinars and training

• Equal opportunity and recruitment adjustments/support