Responsibilities
- Manage, coach, and develop a team of Account Managers and Sales Executives; set clear targets and operating cadence, and drive consistent execution across pipeline, renewals, and expansion.
- Own enterprise revenue across the full lifecycle: net-new acquisition plus existing-customer retention, renewals, and expansion.
- Build and maintain a high-quality pipeline; run disciplined prospecting and follow-up to consistently create and convert opportunities.
- In conjunction with marketing develop and refine enterprise messaging and product positioning; tailor value stories to specific customer contexts, stakeholders, and use-cases.
- Drive a subscription/SaaS sales motion , from first conversation through onboarding coordination, renewal, and expansion.
- Run a low-friction (light-touch) buying journey: guide prospects and customers from evaluation to purchase and implementation with minimal overhead.
- Partner tightly with marketing to align on target accounts, lead handoff, and account-based plays that support both net-new wins and expansion.
- Maintain robust, realistic forecasting that reflects both visible opportunities and ambitious growth targets.
- CRM hygiene and an understanding of the importance of data to the organisation
- Continuously improve qualification and sales/account playbooks.
- Own enterprise Key Account Management for a portfolio of customers: cross-sell/up-sell execution, account plans, relationship mapping, renewals, retention risk management.
- Develop a deep understanding of the product and competitive landscape; bring market insights back to product/leadership.
Experience and Skills
- Cybersecurity and/or End User Computing sales experience (strongly preferred) or the ability to ramp quickly in the cybersecurity/EUC domain.
- Proven enterprise sales and account management experience, including managing multi-stakeholder deals and longer sales cycles.
- Demonstrated ability to own both net-new acquisition and key account management (renewals, retention, cross-sell, up-sell) for enterprise customers.
- Track record of building pipeline (not just working inbound) and maintaining rigorous follow-up and next-step discipline.
- Experience selling SaaS/subscription products (preferred), including comfort managing recurring revenue, renewals, and expansion targets.
- Strong product positioning and consultative selling skills; able to explain value clearly and adapt messaging by persona and industry.
- Practical, demonstrable curiosity about generative AI and evidence of using it to improve day-to-day work in sales processes.
- Excellent people skills: able to collaborate across functions, manage difficult conversations, and stay effective under ambiguity. Ability to restructure sales teams to meet sales targets.
- Hands-on mindset suited to a smaller organization; comfortable executing directly and growing with the company as it scales.
- Demonstrable ability to manage customer expectations.
- Ability to work in a cross functional collaborative way with a strong understanding of all department’s roles and capabilities.
Ways of Working
- Hands-on, practical and willing to execute as well as lead.
- Comfortable operating in ambiguity and helping shape the role as business needs evolve.
- Curious about new ways of working.
- Able to grow with the organisation and contribute at different stages of maturity.
- Collaborative in style, with a strong bias toward alignment across marketing, sales and account management.
- Customer-focused, commercially aware and motivated by creating measurable growth impact.
- Security First at the forefront of what we do.
- Comfortable in a fully remote environment.
Success Measures
- Increase revenue.
- Build an effective sales strategy and team.
- Strengthen pipeline generation and improve conversion across the sales funnel.
- Improve retention, renewals, and expansion within the existing customer base.
- Build a strong, capable team through coaching, accountability, and clear continuous performance management.
- Increase CRM discipline, forecast accuracy, and overall sales operating rhythm.
- Establish a clear go-to-market approach for enterprise sales and strategic account growth.
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