The Role
The role focuses on strategic sales activities, building relationships, and expanding customer bases in the enterprise market, ensuring satisfaction and retention.
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
As an Enterprise Account Executive at SOPHOS, you will be at the forefront of expanding our footprint in the enterprise market. Your expertise will drive strategic sales and partnerships, ensuring SOPHOS’s prominence in your assigned territory.
What You Will Do
- Consistently exceed sales quotas by acquiring new enterprise customers (New Logo Sales) and driving cross-selling and upselling opportunities within the existing customer base.
- Orchestrate the end-to-end customer engagement process, emphasizing long-term success and loyalty.
- Initiate and lead high-impact sales strategies and collaborative efforts with key partners.
- Develop and nurture executive-level relationships to secure customer commitment and satisfaction.
- Conduct strategic site visits to identify growth opportunities and enhance engagement.
- Maintain impeccable account and opportunity data within CRM systems for accurate forecasting.
- Deeply understand customer business dynamics to align and upsell SOPHOS solutions.
- Communicate SOPHOS’s value proposition effectively to retain and grow customer accounts.
- Adhere to and advocate for the SOPHOS Sales Methodology (MEDDPICC) as a framework for success.
- Engage in continuous learning and training to stay ahead of product developments and industry trends.
- Record all sales activities diligently to ensure Salesforce (CRM) system reflect current and accurate data.
- Collaborate with Sales Engineering , Channel, Customer Success, SDR, Renewal and Marketing for comprehensive support throughout the sales cycle.
- Provide valuable market insights and feedback to SOPHOS’s product and strategy teams.
What You Will Bring
- 7 years+ of proven track record in enterprise sales account management
- Understanding of the Cybersecurity market
- Strong strategic thinking and business acumen.
- Excellent communication and relationship-building skills.
- Ability to work independently and navigate complex sales cycles.
- Proficiency in Salesforce (CRM) and sales forecasting tools (CLARI).
- Hunter mindset
- Team player attitude
- Readiness for extensive travel to meet business needs.
- Capability to work remotely and manage a territory-based home office.
- English: fluent (spoken and written) (mandatory)
- French: fluent (spoken and written) (mandatory)
Qualifications
Special Conditions
Language Requirements
#B2
#LI-NM1
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
- 7 years+ of proven track record in enterprise sales account management
- Understanding of the Cybersecurity market
- Strong strategic thinking and business acumen
- Excellent communication and relationship-building skills
- Ability to work independently and navigate complex sales cycles
- Proficiency in Salesforce (CRM) and sales forecasting tools (CLARI)
- Hunter mindset
- Team player attitude
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.
