The Enterprise Account Executive is responsible for driving renewals, upselling, and cross selling within a portfolio of existing enterprise customers (1,001+ users). Acting as a trusted advisor, this role focuses on understanding customer business and security needs, influencing key stakeholders, and aligning Sophos solutions to maximize customer retention, expand adoption, and drive long-term account value through disciplined enterprise account management.
The role operates in complex enterprise environments, requiring engagement with multiple stakeholders, coordination across internal teams and partners, and navigation of formal procurement and contracting processes. Success is driven by deep customer understanding, proactive planning, and the ability to identify and close expansion opportunities while ensuring timely and successful renewals.
This role is ideal for enterprise sellers who excel at long‑term account ownership, consultative selling, and delivering sustained value within large, complex organizations.
What You Will Do
Own and manage a portfolio of existing enterprise customer accounts
Drive timely and successful contract renewals through proactive customer engagement
Build and maintain strong relationships with business, technical, and executive stakeholders, including IT and security leadership
Identify, develop, and close upsell and cross‑sell opportunities within existing enterprise accounts
Create and execute strategic account plans focused on retention, expansion, and long‑term growth
Position additional Sophos solutions based on evolving customer security needs, priorities, and roadmap alignment
Navigate multi‑stakeholder buying environments within existing customers
Partner closely with Sales Engineering to support solution positioning, demonstrations, and technical validations
Manage renewal and expansion opportunities through formal procurement and contracting processes when applicable
Collaborate closely with channel partners and system integrators to support renewals and expansion motions
Coordinate internal resources across Sales Engineering, Customer Success, Support, Product, and Leadership teams
Maintain clear ownership and accountability for account outcomes, even in partner‑involved sales motions
Build and maintain accurate renewal and expansion forecasts
Accurately track account activity and opportunities and maintain CRM data integrity
Deliver predictable outcomes through strong execution, planning, and operational rigor
Account Ownership & Retention
Expansion, Upsell & Cross-Sell
Enterprise Account Execution
Partner & Internal Collaboration
Pipeline & Forecast Management
What You Will Bring
- 6+ experience managing and growing enterprise customer accounts
- Demonstrated success driving renewals and expansion within existing customers
- Excellent relationship building and consultative selling skills.
- Strong consultative selling, negotiation, and relationship-building skills
- Ability to align customer needs to solution value over time
- Experience selling cybersecurity, SaaS, or enterprise technology solutions
- Experience managing enterprise renewals involving procurement and contracting
- Experience collaborating with channel partners and sales engineers in enterprise environments
- Customer retention and renewal performance
- Upsell and cross-sell expansion within existing enterprise accounts
- Strength and progression of account growth pipeline
- Forecast accuracy and execution discipline
- Customer satisfaction and long-term account health
Required
Preferred
Measures of Success
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