We are seeking an experienced and driven SMB Expansion West Manager to lead a team of Account Managers responsible for growing revenue within our existing Macro West customer segment (250-749 seats). This is a player-coach leadership role: you will own the upsell performance of your team, coach and develop individual contributors, and partner closely with sales leadership to hit segment-level revenue targets. You will report to the Senior Director of Sales, SMB Expansion, alongside peer managers leading the Macro East and SMB Micro segments, and will be a key contributor to the broader SMB Expansion leadership team.
This role is based out of our Lexington, MA office, with in-office attendance increasing during quarter-end weeks to support forecasting, deal reviews, and team alignment.
What You'll Do:- Team Leadership: Lead, coach, and develop a team of Account Managers, driving individual and team accountability against upsell quota targets within the 250-749 seat segment.
- Forecast Management: Own the upsell forecast for your team, delivering accurate weekly and monthly forecasts (Commit, Best Case, Upside) to sales leadership.
- Pipeline & Deal Strategy: Partner with reps on deal strategy, pipeline hygiene, and MEDDIC-based qualification to improve win rates and deal velocity on complex, multi-stakeholder opportunities.
- Revenue Growth: Drive adoption of Mimecast's full platform (Advanced Threat, Human Risk Management, Data Protection/Incydr, Backup & Recovery) across the existing installed base through whitespace and cross-sell analysis.
- Talent Management: Actively manage rep performance, including onboarding, ramp planning, career development conversations, and performance management where needed.
- Cross-Functional Collaboration: Work cross-functionally with RevOps, Marketing, Customer Success, and Product to remove obstacles and support your team's execution.
- Reporting & CRM: Maintain rigorous CRM discipline across the team (Salesforce), ensuring clean, current pipeline and account data to support accurate reporting.
- Business Reviews: Represent your team and segment in regular business reviews with the Senior Director, Sales, and broader SMB leadership.
What You'll Bring:- Proven Leadership Experience: 5+ years of B2B sales or account management experience, with at least 2+ years in a front-line sales leadership or management role, ideally in SaaS or cybersecurity.
- Quota Attainment: Demonstrated track record of carrying and exceeding a team quota, ideally in an upsell/expansion or renewals motion.
- Coaching & Deal Skills: Ability to coach reps through deal strategy, negotiation, and forecasting with a data-driven, MEDDIC or similar sales methodology.
- Analytical Aptitude: Comfort working with pipeline, forecast, and performance data (Salesforce, Snowflake, or similar) to identify trends and coach to them.
- Communication Skills: Exceptional verbal and written communication skills, with the ability to present to senior sales leadership.
- Technical Aptitude: Understanding of cloud-based cybersecurity, email security, or data protection solutions strongly preferred.
- Location Requirement: Must be able to work from the Lexington, MA office a minimum of two days per week, increasing to three days per week during the last week of each fiscal quarter.
- Bachelor's degree in business, marketing, or a related field preferred; equivalent experience will also be considered.
The US OTE range for this position is $200,000-$300,000 + benefits. This reflects the minimum and maximum target for new hire on-target earnings for this position. This position may also be eligible for other related benefits. Our salary ranges are determined by role, level, and location. These factors and individual capabilities will also determine the individual pay offered.
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