The Role
The Territory Account Executive manages sales strategies and customer relations in the Mid-Market sector, driving new business and territory growth.
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 a Territory Account Executive for the Mid-Market, you will own the full business strategy, customer relationships, and revenue outcomes within the Mid-Market space. You will create and manage sales opportunities with Sophos prospects and existing customers to meet and exceed your individual contributor sales quota. You will work closely with presales security engineering resources, product teams, marketing, overlay sales representatives, the Renewals team, and our network of channel partner resellers to maximize Sophos' business in your territory.
What You Will Do
- Own your territory like a business: develop and execute a strategic territory plan that drives new logo acquisition, customer expansion, and long-term revenue growth.
- Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline with a balanced view of new logo and expand business.
- Achieve agreed quarterly sales goals through management of the sales process to closure, while driving high renewal rates and identifying cross-sell and upsell opportunities across your customer base.
- Drive New business and prospect for your given territory.
- Partner closely with the Renewals team to ensure a seamless customer experience at contract renewal, reduce churn risk, and identify expansion opportunities ahead of renewal cycles.
- Engage with prospects and customers to understand their business pain points, priorities, and drivers, aligning Sophos solutions to customers' desired outcomes.
- Work with the Channel Sales team and partner community to build pipeline through indirect engagements.
- Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and strong adoption of Sophos technology.
- Maintain accurate and up-to-date CRM hygiene to support forecasting, pipeline management, and territory reporting.
- 3+ years in a sales role working with end users or channel partners, with a track record of achieving and exceeding sales quotas.
- A strategic, ownership mindset, you think and act like a business owner, taking full accountability for territory performance.
- A hunter mentality: you are energized by prospecting, opening new doors, and winning competitive deals in accounts where Sophos has no existing footprint.
- Understanding of the mid-market business sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.
- Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.
- Experience collaborating across internal teams including renewals, sales engineering, and inside sales to drive coordinated, customer-first outcomes.
- Customer-centric orientation with the ability to build trusted relationships via email, telephone, and in person.
- Solid technical acumen with the ability to articulate the value of different technologies; strong cybersecurity knowledge is a strong advantage.
- Experience selling through and with channel partners, and the ability to thrive in a team-selling environment.
- Excellent organizational skills with the ability to prioritize and manage multiple opportunities simultaneously.
In Canada, the base salary for this role ranges from $100,500 to $167,500. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. The OTE for this role ranges from $201,000 to $335,000.
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
- 3+ years in a sales role working with end users or channel partners
- Track record of achieving and exceeding sales quotas
- Understanding of the mid-market business sales cycle
- Solid technical acumen and strong cybersecurity knowledge
- Excellent organizational skills with prioritization ability
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.
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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.
