Role Summary

The Commercial Account Manager is a quota-carrying, full-cycle sales professional responsible for driving new customer acquisition, expansion, and retention across a defined book of commercial accounts under 100 seats, spanning all industries, including Public Sector.

This role owns execution across territory planning, pipeline creation, and deal execution while selling with and through channel partners and collaborating closely with an aligned Renewal Specialist. This Commercial Account Manager is accountable for revenue outcomes, forecast accuracy, and disciplined execution in a fast-paced, high-volume commercial environment.

This role is designed for emerging Commercial Account Managers who are competitive, coachable, and motivated by winning. Success requires resilience, strong ownership, and the ability to build confidence and judgement through execution feedback and repetition.

What You Will Do

Revenue Ownership & Territory Strategy

• Own a defined commercial territory with accountability for:
• New logo acquisition, expansion and cross sell, retention and renewal growth, in partnership with a renewal specialist
• Build an execute territory plans that aggressively pursue whitespace, competitive displacement, and partner led-opportunities
• Prioritizing accounts and activity to maximize deal velocity, win rates, and customer impact
• Take ownership of gaps and develop plans to close them - without waiting to be told

Channel-First Commercial Selling

• Sell with and through partners as the primary route to market, applying recommended co-sell motions
• Align early with partners on deal ownership, coverage and next steps
• Communicate clearly with partners and internal teams to maintain momentum and avoid stalls
• Build confidence navigating partner dynamics through experience and coaching

Sales Execution & Persuasive Deal Leadership

• Conduct discovery conversations that uncover customer needs, urgency, and value drivers, using provided frameworks
• Apply structured qualification (e.g., MEDDPICC / BANT) to assess opportunity quality and next steps
• Communicate value clearly to technical and business buyers and respond to objections with support and practice
• Drive deals to close with defined next steps, mutual action plans, and escalating appropriately when needed

Pipeline, Forecasting & Operational Discipline

• Build and maintain a healthy, qualified pipeline aligned to quota expectations
• Use Salesforce and Clari consistently to support forecasting and visibility
• Maintain clean CRM with accurate stages, next steps and close plans to enable informed decisions and faster execution
• Proactively flag stalled deals or risks and partner with leadership to address them

What You Will Bring

Sales Experience & Capability

• At least 2 years of experience in a quota-carrying or adjacent B2B sales role
• Experience owning opportunities end-to-end with guidance and feedback
• Familiarity with structured sales methodology and willingness to apply it consistently
• Exposure to high-velocity commercial sales environments preferred

Competitive, Driven Sales Mindset

• Hungry to win and motivated by progression and results
• Brings urgency and persistence to deals
• Resilient through rejection and learns through iteration
• Demonstrates growth mindset through coachability and follow-through

Channel & Cross-Functional Collaboration

• Experience working with partners, resellers, or indirect sales motions
• Clear understanding of how to co-sell and influence without authority
• Strong collaboration skills with Sales Engineering, Renewals, and internal stakeholders

Organization, Discipline & Efficiency

• Highly organized with strong time management and prioritization instincts
• Able to manage multiple active opportunities without sacrificing quality or follow-through
• Disciplined CRM user who understands that strong hygiene drives forecast accuracy, trust, and personal efficiency
• Data-aware and outcome-focused in decision-making

Mindset & Values Alignment

• Takes ownership of results and execution
• Operates with autonomy in executing while engaging leadership for guidance and escalation as needed
• Aligns strongly with Sophos values: Simplicity, Empowerment, Passion, Innovation, and Authenticity

In Canada, the base salary for this role ranges from $70,700 to $117,600.In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package. A candidate's specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

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