OverviewMimecast is looking for an Account Manager, Enterprise to own growth within an assigned portfolio of existing enterprise customers. Reporting to the Sr. Director, Enterprise Account Management, you'll be the primary commercial owner for your accounts-identifying whitespace, driving upsell and cross-sell across Mimecast's platform, and protecting net retention through early, proactive renewal engagement.
This role is central to our shift toward a consultative, platform-led selling motion. You'll build trusted, multi-year relationships, understand each customer's business and security posture, and navigate complex buying processes alongside internal teams and channel partners to turn existing customers into growing ones.
What You'll Do- Own expansion and growth across an assigned portfolio of enterprise accounts, driving upsell and cross-sell across Mimecast's platform.
- Build and execute account plans that identify and prioritize whitespace across product lines.
- Partner with Customer Success and Renewals on renewal engagement beginning 90-120 days in advance, proactively mitigating downsell and churn risk.
- Structure multi-year contracts and operate within established pricing guardrails.
- Lead consultative, solution-focused customer conversations that connect Mimecast's platform to each account's evolving needs.
- Build relationships across IT, security, compliance, procurement, and other stakeholders, guiding expansion opportunities through security reviews and enterprise procurement processes.
- Co-sell with VARs, MSSPs, and distributors through joint account planning and deal registration aligned with the enterprise channel motion.
- Maintain accurate pipeline, forecasts, account plans, and activity data in CRM to support predictable expansion revenue.
- Coordinate with Customer Success, Renewals, Deal Desk, Product, Marketing, and channel partners to deliver a seamless experience for enterprise customers.
What You'll Bring- A proven record of growing revenue within an existing enterprise account base through upsell, cross-sell, and expansion in a SaaS environment.
- The proficiency and autonomy to own a complex enterprise portfolio, develop multi-year account strategies, and consistently deliver against net retention, expansion, or upsell targets.
- Strong consultative and solution-selling skills, with the ability to connect platform capabilities to customers' business and security needs.
- Experience navigating complex, multi-stakeholder enterprise buying processes, including security reviews and procurement.
- Experience co-selling with channel partners such as VARs, MSSPs, or distributors, including joint account planning and deal registration.
- Strong forecasting discipline and CRM hygiene using Salesforce or an equivalent platform.
- Excellent relationship-building skills and executive presence with enterprise customer stakeholders.
- Experience working in a subscription-based, recurring-revenue SaaS business, ideally across multiple product lines.
- Familiarity with multi-year contract structures, pricing guardrails, and renewal risk mitigation.
- Cybersecurity experience, or experience in a closely adjacent enterprise SaaS environment, is preferred.
The on-target earnings (OTE) range for this position is 240-360K (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.
