Senior Enterprise Account Executive – New Logo

Role Overview

• Own the identification, development, and qualification of new enterprise customer opportunities (New Logo focus).
• Proactively target named and white-space accounts through structured outbound activities, executive engagement, and partner collaboration.
• Act as a front-end sales specialist, driving early-stage opportunity creation until handover to the Enterprise Account Executive for full deal execution.
• Work hand-in-hand with Enterprise Account Executives, ensuring clear role separation, aligned account strategies, and seamless customer experience.
• Build and maintain strong relationships with C-level and senior decision-makers in prospective enterprise customers.
• Orchestrate discovery conversations to understand business challenges, security posture, and strategic priorities of new prospects.
• Position SOPHOS’ value proposition convincingly in competitive and complex enterprise environments.
• Leverage partners, marketing initiatives, events, and campaigns to accelerate new logo pipeline generation.
• Apply and reinforce the SOPHOS Sales Methodology (MEDDPICC) consistently in the qualification phase.
• Ensure accurate and timely documentation of all activities and opportunities in Salesforce (CRM).
• Provide structured handover of qualified opportunities to Enterprise Account Executives.
• Continuously gather market and competitor insights to support go-to-market strategy.

Requirements

• Fluent German and English skills, both written and spoken, are mandatory.
• Proven success in enterprise new business development or hunting roles.
• Strong understanding of complex enterprise sales cycles.
• Excellent communication, discovery, and executive engagement skills.
• High level of self-motivation and resilience.
• Ability to collaborate effectively in a matrix organization.
• Experience with Salesforce (CRM) and structured pipeline management.
• Cybersecurity or enterprise software sales experience preferred.
• Willingness to travel extensively for enterprise prospecting and customer engagement.

Tech Stack

• Cyber Security

Benefits

• Sophos operates a remote-first working model
• 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