Account Manager, Mid-Market

Mimecast is hiring an Account Manager, Mid-Market to manage a portfolio of existing customers and grow revenue through upsell and cross-sell. The role focuses on relationship-driven selling, account planning, pipeline management, and collaboration with internal teams to support customers and business goals.

Responsibilities:

• Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across your portfolio of mid-market accounts
• Partner with the Partner/Channel Development team to build and execute account plans
• Build and manage a disciplined pipeline, supported by sales activity plans aligned with your revenue quota
• Develop and maintain trusted relationships with multiple stakeholders across your existing customer base
• Identify expansion opportunities and sell additional Mimecast products into existing accounts
• Keep account activity, pipeline, and forecast data accurate and current in Salesforce
• Apply Mimecast's end-to-end sales methodology consistently across your portfolio
• Collaborate with Customer Success, Support, and other teams to support customers and broader business goals

Requirements:

• Demonstrated success independently managing a portfolio of existing mid-market IT customers with 750–1,500 employees, with a track record of meeting sales and upsell/retention quotas
• Strong commercial judgment and the ability to identify and develop upsell and cross-sell opportunities within existing accounts
• An understanding of corporate IT teams, technology buying processes, cloud computing, and the broader technology and cybersecurity stack, with the ability to hold credible conversations with technical buyers and buying committees
• The ability to build and sustain trusted customer relationships over time and engage multiple stakeholders within an account
• Experience using Salesforce or another CRM to manage opportunities, pipeline, and account activity
• Self-motivation, strong organization, and disciplined pipeline management in a fast-paced, quota-carrying environment