Mid-Market Account Executive – Cybersecurity Sales

Job Description

Mid Market Account Executive | Mimecast

The Tone:
This is a full-time role at Mimecast, located remotely. Mimecast protects tens of thousands of organizations from email and collaboration-based cyberattacks, which are among the fastest-growing risks in business today. This role is critical for building a strong book of business quickly within the Mid-Market team, focusing on new business acquisition and growth in an autonomous territory.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote
• Pay: $250000–$330000 yearly
• Team: Works alongside a dedicated Channel Account Manager (CAM), Solutions Engineer (SE), and BDR.
• Mission: Owns a patch of Mid-Market accounts, building pipeline and closing new business.
• Tech Stack: CRM

What You’ll Actually Do
• Prospect: Generate your own pipeline and run the full sales cycle, demonstrating value and ROI.
• Achieve Targets: Hit and exceed new business and existing account KPIs, pipeline, and revenue targets monthly, quarterly, and yearly.
• Strategize: Build a strategic territory plan with input from your CAM, BDR, and channel partners.
• Cultivate Relationships: Lead executive relationships, represent the business at quarterly business reviews, and build relationships with new prospects.
• Report: Manage your KPI reporting and maintain CRM hygiene, tracking activity to improve your approach.

The Must-Haves
• Background: Proven experience managing own time and performing well without close oversight, ideally developed in cybersecurity or another fast-moving tech sector. Degree level education preferred, but not required.
• Experience: Proven success in IT or SaaS sales with a track record of hitting sales KPIs, pipeline, and revenue targets. Must have experience working in Channel/In-Direct sales models and successfully in a remote or distributed sales environment.
• Skills: Hunter mentality, existing network of relevant IT buyers and decision-makers, understanding of cyber pain points, proven success building trusted relationships with CIOs and CISOs, strong interpersonal skills with good instincts for objection handling.
• Bonus: Experience in value-based, solution selling; MEDDPICC, Command of the Message, or Challenger Sale experience is a plus.