The Commercial Account Manager is a quota-carrying, full-cycle sales professional responsible for driving new customer acquisition, expansion, and retention across a defined book of commercial accounts under 100 seats, spanning all industries, including Public Sector.
This role owns execution across territory planning, pipeline creation, and deal execution while selling with and through channel partners and collaborating closely with an aligned Renewal Specialist. This Commercial Account Manager is accountable for revenue outcomes, forecast accuracy, and disciplined execution in a fast-paced, high-volume commercial environment.
This role is designed for emerging Commercial Account Managers who are competitive, coachable, and motivated by winning. Success requires resilience, strong ownership, and the ability to build confidence and judgement through execution feedback and repetition.
What You Will Do
Own a defined commercial territory with accountability for:
New logo acquisition, expansion and cross sell, retention and renewal growth, in partnership with a renewal specialist
Build an execute territory plans that aggressively pursue whitespace, competitive displacement, and partner led-opportunities
Prioritizing accounts and activity to maximize deal velocity, win rates, and customer impact
Take ownership of gaps and develop plans to close them
Sell with and through partners as the primary route to market, applying recommended co-sell motions
Align early with partners on deal ownership, coverage and next steps
Communicate clearly with partners and internal teams to maintain momentum and avoid stalls
Build confidence navigating partner dynamics through experience and coaching
Conduct discovery conversations that uncover customer needs, urgency, and value drivers, using provided frameworks
Apply structured qualification (e.g., MEDDPICC / BANT) to assess opportunity quality and next steps
Communicate value clearly to technical and business buyers and respond to objections with support and practice
Drive deals to close with defined next steps, mutual action plans, and escalating appropriately when needed
Build and maintain a healthy, qualified pipeline aligned to quota expectations
Use Salesforce and Clari consistently to support forecasting and visibility
Maintain clean CRM with accurate stages, next steps and close plans to enable informed decisions and faster execution
Proactively flag stalled deals or risks and partner with leadership to address them
Revenue Ownership & Territory Strategy
Channel-First Commercial Selling
Sales Execution & Persuasive Deal Leadership
Pipeline, Forecasting & Operational Discipline
What You Will Bring
At least 2 years of experience in a quota-carrying role in cybersecurity sales
- Portuguese native, English professional-level proficiency skills
Experience owning opportunities end-to-end with guidance and feedback
Familiarity with structured sales methodology and willingness to apply it consistently
Exposure to high-velocity commercial sales environments preferred
Hungry to win and motivated by progression and results
Brings urgency and persistence to deals
Resilient through rejection and learns through iteration
Demonstrates growth mindset through coachability and follow-through
Experience working with partners, resellers, or indirect sales motions
Clear understanding of how to co-sell and influence without authority
Strong collaboration skills with Sales Engineering, Renewals, and internal stakeholders
Highly organized with strong time management and prioritization instincts
Able to manage multiple active opportunities without sacrificing quality or follow-through
Disciplined CRM user who understands that strong hygiene drives forecast accuracy, trust, and personal efficiency
Data-aware and outcome-focused in decision-making
Takes ownership of results and execution
Operates with autonomy in executing while engaging leadership for guidance and escalation as needed
Aligns strongly with Sophos values: Simplicity, Empowerment, Passion, Innovation, and Authenticity
Sales Experience & Capability
Competitive, Driven Sales Mindset
Channel & Cross-Functional Collaboration
Organization, Discipline & Efficiency
Mindset & Values Alignment
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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.
