Senior Account Executive (New Business, Upper Mid-Market)
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Description
- As a Senior Account Executive at Mimecast, you’ll win new business with Upper Mid-Market organizations of 1,000-3,000 employees
- You’ll own some of Mimecast’s most strategically significant mid-market opportunities, leading complex sales cycles with procurement, security, legal, and senior IT stakeholders
- You’ll work closely with Mimecast’s partner community and cross-functional teams to build a qualified pipeline and convert opportunities into new customers
- Research and prospect within your assigned Upper Mid-Market territory to generate qualified, higher-value new business opportunities
- Develop territory and account plans aligned with Mimecast’s sales goals, and manage the full sales cycle through longer, multi-stakeholder deals
- Lead product demonstrations and value-based presentations tailored to larger, more complex IT and security organizations
- Build relationships with economic buyers, IT leaders, and other senior stakeholders across the buying committee
- Work with the Partner/Channel Development team to create and execute joint account plans that expand pipeline coverage
- Meet or exceed monthly, quarterly, and annual new business targets
- Keep pipeline, activity, and forecast data current and accurate in Salesforce
- The ability to prospect proactively and manage a full-cycle territory independently
- Experience building trust with senior stakeholders and negotiating complex deals
- A track record of independently owning a new business territory, leading complex, multi-stakeholder sales cycles, and exceeding quota on higher-value deals
- An understanding of corporate IT teams, procurement processes, and the broader technology and cybersecurity stack
- Experience using Salesforce or another CRM to manage leads and opportunities
- Clear verbal and written communication, including the ability to explain complex solutions and their value
- New business sales experience in IT, SaaS, or cybersecurity is preferred