The Role
Quota-carrying commercial salesperson responsible for new logo acquisition, expansion, retention, and renewals across accounts under 100 seats. Own territory planning, pipeline creation, and deal execution primarily through channel partners. Use structured qualification, maintain CRM (Salesforce, Clari), drive forecasts, and collaborate with Renewals and Sales Engineering to close deals and meet quota.
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.
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 — without waiting to be told
- 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 or adjacent B2B sales role
- 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
In Canada, the base salary for this role ranges from $70,700 to $117,600.In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
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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
- At least 2 years of experience in a quota-carrying or adjacent B2B sales role
- Proven ability to own opportunities end-to-end with guidance and feedback
- Familiarity with structured sales methodologies (e.g., MEDDPICC, BANT)
- Experience working with channel partners, resellers, or indirect sales motions
- Strong collaboration skills with Sales Engineering, Renewals, and internal stakeholders
- Highly organized with strong time management and prioritization instincts
- Disciplined CRM user with experience using Salesforce and Clari
- Legal authorization to work in the jurisdiction where the position is posted without employer sponsorship
- Exposure to high-velocity commercial sales environments
- Competitive, coachable, resilient sales mindset with a growth orientation
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.
