Account Executive, Incydr - Hybrid role based in Minneapolis, MNOverviewAs an Account Executive, Incydr, you'll own new business and expansion revenue for Mimecast's insider risk management and data protection solution. Incydr joined Mimecast through the acquisition of Code42 in mid-2024 and is a key strategic growth lever for the business. It gives security teams a fast, simple path to data loss detection, investigation, and response.
You'll run opportunities from first conversation through close, working alongside core Mimecast sales teams in your territory. You'll build relationships with security, IT, Legal, HR, and Risk/Compliance leaders and help them address insider risk.
What You'll Do- Own the full Incydr sales cycle in your territory, from prospecting and discovery through negotiation and close, across new business and expansion opportunities.
- Build and manage a pipeline that supports consistent quota attainment, deliver accurate forecasts, and keep opportunity and activity data current in Salesforce.
- Develop account plans that identify key stakeholders, buying criteria, and a clear path to close.
- Engage CISOs, IT and security leaders, and Legal, HR, and Risk/Compliance stakeholders, connecting Incydr to their business and security priorities.
- Partner with core Mimecast Account Executives to develop opportunities within the existing customer base, agreeing on roles and account coverage early.
- Work with Sales Engineers on discovery, product demonstrations, and proofs of value that show how Incydr reduces insider risk.
- Collaborate with BDRs, Field Marketing, Channel Account Managers, and Customer Success to generate pipeline, support partner-led deals, and drive adoption and renewal.
- Negotiate complex, multi-stakeholder deals, partnering with Finance and Legal on pricing and contract terms within company guidelines.
- Share customer, market, and competitor insights with Product, Marketing, and sales leadership.
- Protect sensitive information and follow Mimecast's privacy and security policies in all sales activities.
What You Bring- A track record of independently owning a quota and the full sales cycle for enterprise SaaS or technology solutions, selling to mid-market and enterprise customers and meeting or exceeding bookings and revenue targets.
- Experience managing complex, extended sales cycles involving technical, security, legal, and business buyers, with the ability to structure negotiations and close deals.
- Consultative selling skills: uncovering business and security priorities, connecting solutions to measurable outcomes, and guiding buyers through a structured evaluation.
- The ability to earn trust with senior decision-makers, including CIOs and CISOs, present credibly to executives, adapt your message to different stakeholders, and handle objections effectively.
- Familiarity with the cybersecurity landscape and the ability to build working knowledge of insider risk, data loss prevention, and competing solutions.
- Experience working in a team-selling or overlay model alongside other account owners, with a collaborative, problem-solving approach.
- Strong analytical, account-planning, and pipeline-management skills, working knowledge of Salesforce and modern sales tools, and the ability to prioritize multiple opportunities and forecast accurately.
- Ownership, organization, and persistence through long sales cycles, with the ability to adapt, learn from deals, and manage competing priorities under pressure.
- Willingness to travel to customers, prospects, and events as needed.
- Experience selling cybersecurity, data security, DLP, or insider risk solutions is highly desirable; direct Incydr or Code42 experience is not required. Experience engaging Legal, HR, and Risk/Compliance stakeholders is a plus. A bachelor's degree is preferred; equivalent experience is welcome.
The on-target earnings (OTE) range for this position is $200,000 - $300,000 USD (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
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