Note: The job is a remote job and is open to candidates in USA. Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. As a Territory Account Executive for the Mid-Market, you will own the full business strategy, customer relationships, and revenue outcomes, while creating and managing sales opportunities to meet and exceed sales quotas.
Responsibilities
- Own your territory like a business: develop and execute a strategic territory plan that drives new logo acquisition, customer expansion, and long-term revenue growth
- Generate Mid-Market accounts sales pipeline, qualifying opportunities, and accurately forecasting pipeline with a balanced view of new logo and expand business
- Achieve agreed quarterly sales goals through management of the sales process to closure, while driving high renewal rates and identifying cross-sell and upsell opportunities across your customer base
- Drive New business and prospect for your given territory
- Partner closely with the Renewals team to ensure a seamless customer experience at contract renewal, reduce churn risk, and identify expansion opportunities ahead of renewal cycles
- Engage with prospects and customers to understand their business pain points, priorities, and drivers, aligning Sophos solutions to customers' desired outcomes
- Work with the Channel Sales team and partner community to build pipeline through indirect engagements
- Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and strong adoption of Sophos technology
- Maintain accurate and up-to-date CRM hygiene to support forecasting, pipeline management, and territory reporting
Skills
- 2–3 years in a sales role working with end users or channel partners, with a track record of achieving and exceeding sales quotas
- A strategic, ownership mindset, you think and act like a business owner, taking full accountability for territory performance
- A hunter mentality: you are energized by prospecting, opening new doors, and winning competitive deals in accounts where Sophos has no existing footprint
- Understanding of the mid-market business sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them
- Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills
- Experience collaborating across internal teams including renewals, sales engineering, and inside sales to drive coordinated, customer-first outcomes
- Customer-centric orientation with the ability to build trusted relationships via email, telephone, and in person
- Solid technical acumen with the ability to articulate the value of different technologies; strong cybersecurity knowledge is a strong advantage
- Experience selling through and with channel partners, and the ability to thrive in a team-selling environment
- Excellent organizational skills with the ability to prioritize and manage multiple opportunities simultaneously
Benefits
- Target sales commissions
- Comprehensive benefits package
- Sophos operates a remote-first working model, making remote work the primary option for most employees
- Employee-led diversity and inclusion networks that build community and provide education and advocacy
- Annual charity and fundraising initiatives and volunteer days for employees to support local communities
- Global employee sustainability initiatives to reduce our environmental footprint
- Global fitness and trivia competitions to keep our bodies and minds sharp
- Global wellbeing days for employees to relax and recharge
- Monthly wellbeing webinars and training to support employee health and wellbeing
Company Overview