Key skills
Cyber SecuritySaaSLeadershipRisk ManagementTeam LeadershipCommunicationNegotiationCustomer SuccessAccount ManagementSalesZero Trust
About this role
Role Overview
- Own full commercial responsibility for a portfolio of strategic enterprise accounts
- Deliver $3M in renewal bookings through proactive renewal and risk management
- Close $1.45M in expansion and upsell by unlocking new use cases and buying centers
- Develop and execute multi-year account strategies aligned to customer priorities and product roadmap
- Build and maintain a predictable expansion pipeline and accurate forecasts
- Serve as the senior commercial contact for CISOs, CIOs, OT leaders, and executive sponsors
- Lead executive business reviews, renewal negotiations, and complex expansion discussions
- Identify renewal risk early and drive mitigation plans
- Partner with Customer Success to ensure adoption, outcomes, and advocacy
- Travel to customer sites and industry events as needed
- Partner with Sales Engineering and Product to scope and close complex enterprise expansions
- Translate security, compliance, and operational risk into scalable solutions
- Navigate multi-stakeholder buying processes with technical and economic buyers
- Provide structured customer feedback to inform roadmap, packaging, and pricing
- Act as a point of escalation and mentor for other Account Managers
- Help define and refine renewal and expansion SOPs
- Support hiring, onboarding, and enablement across the AM team
- Focus on Dispel’s core ICPs in critical infrastructure and regulated industries
- Expand Dispel adoption beyond OT into broader IT environments
- Collaborate with VARs, MSSPs, and strategic partners on enterprise accounts
Requirements
- 6+ years of B2B sales or account management experience in cybersecurity, SaaS, or enterprise software
- Proven ownership of large renewal bases with consistent expansion performance
- Experience managing complex, multi-stakeholder enterprise accounts
- Quota-carrying experience tied to retention, expansion, and NRR
- Strong understanding of enterprise security and regulated buying cycles
- Executive-level communication, negotiation, and account strategy skills
Preferred
- Experience selling zero trust, secure remote access, or OT/ICS security solutions
- Experience selling into industrial, energy, manufacturing, or regulated verticals
- Channel-influenced enterprise sales experience
- Background in high-growth or venture-backed environments
Tech Stack
- Cyber Security
Benefits
- OTE: $260K–$280K
- Commission, uncapped
- Guaranteed commission in Q1 (first year)
- Full medical, vision, dental insurance
- 401K match
- PTO
- Clear milestones tied to expanded responsibility and team leadership
- Equity eligibility aligned with growth into management