Senior Sales Manager (Customer Development (Commercial))
Posted Updated
Description
- Customer Development is looking for a Senior Sales Manager to lead, coach and develop a team of Commercial Account Managers responsible for protecting and growing revenue across Mimecast’s existing customer base in EMEA
- This is a high-velocity, data-led sales environment focused on upselling our expanding product portfolio, mitigating downsell and churn, and driving incremental growth
- Reporting to the Director, Customer Development EMEA, you’ll be a customer-centric sales leader who delivers against quota through others
- You’ll establish a disciplined, evidence-based operating rhythm—rigorously inspecting pipeline, forecasting accurately, coaching live deals and holding the team to a consistent sales methodology—while developing talent and building strong customer and partner relationships
- Own and deliver the team’s monthly, quarterly and annual upsell revenue targets across the assigned book of business, while actively managing downsell, churn and net revenue retention
- Drive sales of new technology into the existing customer base, identifying cross-sell, whitespace, account-penetration and incremental growth opportunities
- Build and execute territory and account plans in partnership with Channel and Partner Development teams
- Deliver accurate rolling six-month forecasts for upsell, downsell and churn, maintaining clear commit and best-case discipline at representative and team level
- Run structured bi-weekly pipeline inspections, identifying stalled opportunities, testing qualification and driving clear next steps
- Maintain strong CRM discipline and analyse week-over-week pipeline movement—including stage changes, close-date pushes, forecast changes and ARR movement—to identify and address risk early
- Embed an end-to-end sales methodology and qualification framework, using call intelligence and CRM data to coach live opportunities and address the root causes of deal slippage
- Set clear performance goals and lead a consistent coaching cadence through weekly one-to-ones, team meetings and enablement sessions
- Attract, retain, train and motivate a diverse, high-performing team, developing talent from within and inspiring performance through words and actions
- Build strong relationships with key customers, partners and cross-functional stakeholders, while providing accurate KPI reporting and management information to leadership
- Demonstrable IT or SaaS sales and people-leadership experience, with the ability to lead direct, indirect and remote sales teams to revenue targets; experience in email, messaging, security or storage is helpful but not essential
- A proven record of achieving revenue quota through others in a high-velocity, customer-focused commercial environment
- Strong business and commercial acumen, including an understanding of corporate IT teams and buying processes
- Eligibility to work in the UK and the ability to work from Mimecast’s London headquarters at least two days per week
- Excellent written and verbal communication skills, with the ability to collaborate effectively across functions and build credibility with customers and partners
- Fluency in a recognised sales methodology and qualification framework, such as Force Management, MEDDPICC or similar, and the ability to embed it consistently across a team
- An emotionally intelligent, coaching-led leadership style that sets clear expectations, holds people accountable and develops talent
- Strong pipeline-management instincts, including the ability to identify risk early, maintain healthy coverage and lead accurate commit and best-case calls
- Degree-level education is preferred but not required
- A resilient, customer-centric and results-oriented approach, with the confidence and humility to operate in a fast-paced, evolving environment
- Strong data literacy and forecasting rigor, with the ability to interrogate CRM and pipeline analytics—such as Salesforce and Snowflake dashboards—to inspect deals and drive decisions