The Role
Own a defined commercial territory serving 1–100-user customers. Build pipeline through customer, prospect, and channel-partner engagement; identify new business, cross-sell, and upsell opportunities; manage inbound leads; process quotes and licensing requests; maintain accurate CRM records; coordinate internally to progress deals; and achieve sales activity and revenue goals while delivering strong customer and partner experiences.
Summary Generated by Built In
About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
Role summary:
We’re looking for an ambitious and proactive Commercial Account Manager to take ownership of a defined territory within our 1–100-user customer segment.
We’re looking for an ambitious and proactive Commercial Account Manager to take ownership of a defined territory within our 1–100-user customer segment.
You’ll build strong relationships with customers and channel partners while identifying and driving new business, cross-sell and expansion opportunities.
Previous cybersecurity or channel experience isn’t essential. What matters most is strong sales instinct, initiative, resilience and a genuine willingness to learn and develop.
What you will do:
- Take ownership of your territory and build pipeline through customer, prospect and channel-partner engagement.
- Identify new business, cross-sell and upsell opportunities across the Sophos portfolio.
- Manage a funnel of inbound leads, prioritising responses in line with service-level agreements while proactively creating new sales opportunities.
- Process quotes, deal registrations, licensing requests and other sales tasks accurately, efficiently and in line with internal policies.
- Understand the end-to-end deal process and work with cross-functional teams to resolve issues and progress opportunities quickly.
- Maintain accurate CRM records, including customer conversations, competitive information, decision-making criteria and agreed next steps.
- Achieve agreed sales goals and performance expectations across calls, emails, tasks and other sales activity.
- Deliver a best-in-class customer and partner experience while contributing positively to the growth of our channel business.
What you will bring:
- Previous experience in sales, business development or a customer-facing commercial role.
- A proactive, results-driven mindset and the confidence to take initiative and create opportunities.
- Experience engaging existing customers and new prospects to identify cross-sell and upsell opportunities.
- Strong interpersonal skills, including effective questioning and active listening.
- A customer-focused approach and a commitment to delivering an excellent customer and partner experience.
- Empathy and the ability to understand desired outcomes, de-escalate issues and work effectively with internal teams.
- Resourcefulness, accountability and a willingness to go above and beyond to solve problems.
- Strong organisation and prioritisation skills, with the ability to work accurately in a fast-paced environment.
- A collaborative, coachable approach and genuine willingness to learn.
- Experience using a CRM system would be beneficial; Salesforce experience is preferred but not essential.
- Willingness to travel and attend the office three days per week.
What success looks like:
You’ll take ownership of your territory, balance inbound demand with proactive selling, create and progress opportunities, and build trusted customer and partner relationships. You’ll bring energy, professionalism and commercial focus while making a positive contribution to the wider team.
You’ll take ownership of your territory, balance inbound demand with proactive selling, create and progress opportunities, and build trusted customer and partner relationships. You’ll bring energy, professionalism and commercial focus while making a positive contribution to the wider team.
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Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos?
· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· Employee-led diversity and inclusion networks that build community and provide education and advocacy
· Annual charity and fundraising initiatives and volunteer days for employees to support local communities
· Global employee sustainability initiatives to reduce our environmental footprint
· Global fitness and trivia competitions to keep our bodies and minds sharp
· Global wellbeing days for employees to relax and recharge
· Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
Skills Required
- Previous experience in sales, business development, or a customer-facing commercial role
- Proactive, results-driven mindset with initiative and opportunity-creation skills
- Experience engaging existing customers and new prospects to identify cross-sell and upsell opportunities
- Strong interpersonal skills, including effective questioning and active listening
- Customer-focused approach and commitment to excellent customer and partner experience
- Empathy and ability to understand desired outcomes, de-escalate issues, and collaborate internally
- Resourcefulness, accountability, and willingness to solve problems beyond expectations
- Strong organization and prioritization skills in a fast-paced environment
- Collaborative, coachable approach and willingness to learn
- Experience using a CRM system
- Salesforce experience
- Willingness to travel and attend the office three days per week
- Legal authorization to work in the posted jurisdiction without employer sponsorship
Sophos Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Sophos and has not been reviewed or approved by Sophos.
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Leave & Time Off Breadth — Time away is positioned as broad, with company-wide wellness days plus dedicated learning days and paid volunteer time.
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Parental & Family Support — Family-related leave appears more comprehensive than baseline offerings, including paid parental leave, caregiver leave, and extended bereavement leave.
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Wellbeing & Lifestyle Benefits — Wellbeing support is emphasized through always-available assistance resources and a Calm subscription, suggesting a lifestyle-oriented benefits approach.
Sophos Insights
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The Company
What We Do
Cybersecurity Evolved. As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.
