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, Enterprise, you'll own a portfolio of existing enterprise accounts with 5,000+ employees and grow revenue through upsell and cross-sell. This strategic, quota-carrying role is focused on relationship-driven selling and long-term account stewardship rather than net-new prospecting. You'll combine strong commercial skills and executive relationships with disciplined pipeline management and deep fluency in the cybersecurity and IT landscape.
What You'll Do
- Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across your portfolio of enterprise accounts.
- Partner with the Partner/Channel Development team to build and execute multi-year strategic account plans.
- Build and manage a disciplined pipeline, with sales activity plans aligned to agreed revenue quotas.
- Develop and maintain trusted relationships with senior and executive stakeholders across your account base.
- Identify expansion opportunities and sell new Mimecast products into existing accounts to drive incremental revenue and platform adoption.
- Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
- Work with Customer Success, Support, sales engineering, and channel teams to support customers and drive account health.
- Stay informed about competitive, industry, and market developments relevant to your accounts.
What You'll Bring
- Demonstrated success managing large, complex IT or SaaS enterprise accounts with 5,000+ employees, achieving upsell and retention quotas, and sustaining customer relationships over time.
- The ability to build credibility and trust with C-level and senior IT and security stakeholders.
- Strong foundational knowledge of the cybersecurity industry, technology stack, security processes, and ecosystems.
- Strong commercial skills and disciplined pipeline management across complex accounts.
- Working knowledge of sales methodologies such as MEDDIC, Force Management, or Challenger.
- Proficiency with Salesforce or other CRM platforms.
The on-target earnings (OTE) range for this position is $240,000 - $360,000 USD (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.
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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 [email protected].
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.
Skills Required
- Demonstrated success managing large, complex IT or SaaS enterprise accounts with 5,000+ employees
- Experience achieving upsell and retention quotas
- Ability to sustain customer relationships over time
- Ability to build credibility and trust with C-level and senior IT and security stakeholders
- Strong foundational knowledge of the cybersecurity industry, technology stack, security processes, and ecosystems
- Strong commercial skills and disciplined pipeline management across complex accounts
- Working knowledge of sales methodologies such as MEDDIC, Force Management, or Challenger
- Proficiency with Salesforce or other CRM platforms
Mimecast Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Mimecast and has not been reviewed or approved by Mimecast.
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Fair & Transparent Compensation — Pay is characterized as solid and competitive relative to similar companies, with a wide range of role-based salary outcomes. Compensation satisfaction is reinforced by frequent references to pay feeling fair for the work in multiple contexts.
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Healthcare Strength — Health insurance is repeatedly described as a strong part of the package, often paired with other core benefits. The overall benefits bundle is framed as comprehensive and supportive of employee and family health needs.
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Wellbeing & Lifestyle Benefits — Workplace perks such as flexible hours, hybrid/remote options, free meals, and on-site fitness amenities are consistently presented as meaningful additions to total rewards. These perks appear to materially improve day-to-day employee experience beyond base pay.
Mimecast Insights
What We Do
Relentless protection. Resilient world. Mimecast (NASDAQ: MIME) was born in 2003 with a focus on delivering relentless protection. Each day, we take on cyber disruption for our tens of thousands of customers around the globe; always putting them first, and never giving up on tackling their biggest security challenges together. We are the company that built an intentional and scalable design ideology that solves the number one cyberattack vector – email. We continuously invest to thoughtfully integrate brand protection, security awareness training, web security, compliance and other essential capabilities. Mimecast is here to help protect large and small organizations from malicious activity, human error and technology failure; and to lead the movement toward building a more resilient world. Learn more about us at www.mimecast.com.
