The Account Manager manages renewals and expansions for mid-market and enterprise customers, ensuring renewal profitability and account growth through strategic relationships and proactive management.
Overview
RequirementsKey Responsibilities
BenefitsCompensation & Ramp
Dispel is hiring an Account Manager to own renewals and expansion across an existing portfolio of strategic mid-market and enterprise customers. This customer-facing role is responsible for protecting and growing ARR through disciplined renewal execution, technical expansion selling, and trusted executive relationships.
You’ll own $2.55M in renewals and $0.95M in expansion, primarily serving critical infrastructure, industrial, and highly regulated enterprises. The role starts as an individual contributor, with a path to larger, more strategic accounts based on Year 1 performance. To support a strong ramp, the role includes guaranteed commission in the first quarter.
What You’ll Own- Retention and expansion across a named book of business
- Net revenue retention, forecast accuracy, and expansion pipeline
- Executive relationships across security, IT, OT, and operations
- Repeatable renewal and account expansion motions
RequirementsKey Responsibilities
Revenue Ownership & Expansion
- Own full commercial responsibility for a portfolio of enterprise accounts
- Deliver $2.55M in renewal bookings through proactive renewal management
- Close $0.95M in expansion and upsell by uncovering new use cases and environments
- Build and execute multi-year account expansion plans
- Maintain accurate forecasts and strong CRM hygiene
Executive & Customer Engagement
- Serve as the primary commercial contact for CISOs, CIOs, OT leaders, and executives
- Lead renewals, executive business reviews, and expansion conversations
- Identify renewal risk early and drive mitigation plans
- Partner with Customer Success to ensure adoption and measurable outcomes
- Attend customer on-sites and industry events as needed
Technical & Solution-Oriented Selling
- Partner with Sales Engineering and Product on complex expansion opportunities
- Translate security, compliance, and operational needs into scalable solutions
- Navigate multi-stakeholder enterprise buying processes
- Provide structured customer feedback to inform product and go-to-market strategy
ICP & Partner Alignment
- Focus on Dispel’s core ICPs in critical infrastructure and regulated industries
- Expand Dispel usage beyond OT into broader IT environments
- Collaborate with VARs, MSSPs, and strategic partners when applicable
- 3+ years of B2B sales or account management experience in cybersecurity, SaaS, or enterprise software
- Proven ownership of renewals and expansion within existing accounts
- Experience managing complex, multi-stakeholder enterprise deals
- Strong communication, negotiation, and account planning skills
- Understanding of enterprise security and regulated industry buying cycles
Preferred
- Experience selling zero trust, secure remote access, or OT/ICS security solutions
- Experience selling into industrial, energy, manufacturing, or regulated verticals
- Channel-influenced enterprise sales experience
- Background in high-growth or venture-backed companies
BenefitsCompensation & Ramp
- Commission, uncapped
- OTE: $210K–$230K
- Full medical, vision, dental insurance
- 401K match
- PTO
- Guaranteed commission in Q1 (first year)
- Clear performance milestones tied to expanded responsibility
Top Skills
Cybersecurity
Enterprise Software
SaaS
Dispel New York, New York, USA Office
New York, NY, United States, 11222
Similar Jobs
Cloud • eCommerce • Logistics • Software
As an Account Manager at Cin7, you will drive revenue growth by managing customer relationships, upselling, and ensuring customer satisfaction. You'll educate clients on product value, maintain pipelines, and contribute to sales process improvements.
Top Skills:
CRM
Artificial Intelligence • Fintech • Software
The Account Manager will expand and renew the client base for FloQast's Accounting Workflow Automation solution, collaborating with internal teams to ensure customer satisfaction and achieving sales targets.
Top Skills:
Crm SystemsFloqast/Close Management SoftwareMS OfficeSalesforce
Fintech
The Account Manager I will deliver dedicated service to clients, manage onboarding, resolve issues, and educate clients on Consumer Directed Benefits.
Top Skills:
Microsoft Office 365Salesforce
What you need to know about the NYC Tech Scene
As the undisputed financial capital of the world, New York City is an epicenter of startup funding activity. The city has a thriving fintech scene and is a major player in verticals ranging from AI to biotech, cybersecurity and digital media. It also has universities like NYU, Columbia and Cornell Tech attracting students and researchers from across the globe, providing the ecosystem with a constant influx of world-class talent. And its East Coast location and three international airports make it a perfect spot for European companies establishing a foothold in the United States.
Key Facts About NYC Tech
- Number of Tech Workers: 549,200; 6% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Capgemini, Bloomberg, IBM, Spotify
- Key Industries: Artificial intelligence, Fintech
- Funding Landscape: $25.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Greycroft, Thrive Capital, Union Square Ventures, FirstMark Capital, Tiger Global Management, Tribeca Venture Partners, Insight Partners, Two Sigma Ventures
- Research Centers and Universities: Columbia University, New York University, Fordham University, CUNY, AI Now Institute, Flatiron Institute, C.N. Yang Institute for Theoretical Physics, NASA Space Radiation Laboratory
