Commercial Account Manager, Sophos
CA$70.7-117.6k
More information about location
Cybersecurity-as-a-Service
Job no longer available
Cybersecurity-as-a-Service
1001+ employees
Job no longer available
CA$70.7-117.6k
More information about location
1001+ employees
Company mission
To develop powerful and intuitive products and services that provide the world's most effective cybersecurity for organizations of any size.
Role
Who you are
- At least 2 years of experience in a quota-carrying or adjacent B2B sales role
- Experience owning opportunities end-to-end with guidance and feedback
- Familiarity with structured sales methodology and willingness to apply it consistently
- Exposure to high-velocity commercial sales environments preferred
- Hungry to win and motivated by progression and results
- Brings urgency and persistence to deals
- Resilient through rejection and learns through iteration
- Demonstrates growth mindset through coachability and follow-through
- Experience working with partners, resellers, or indirect sales motions
- Clear understanding of how to co-sell and influence without authority
- Strong collaboration skills with Sales Engineering, Renewals, and internal stakeholders
- Highly organized with strong time management and prioritization instincts
- Able to manage multiple active opportunities without sacrificing quality or follow-through
- Disciplined CRM user who understands that strong hygiene drives forecast accuracy, trust, and personal efficiency
- Data-aware and outcome-focused in decision-making
- Takes ownership of results and execution
- Operates with autonomy in executing while engaging leadership for guidance and escalation as needed
- Aligns strongly with Sophos values: Simplicity, Empowerment, Passion, Innovation, and Authenticity
- Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply
What the job involves
- The Commercial Account Manager is a quota-carrying, full-cycle sales professional responsible for driving new customer acquisition, expansion, and retention across a defined book of commercial accounts under 100 seats, spanning all industries, including Public Sector
- This role owns execution across territory planning, pipeline creation, and deal execution while selling with and through channel partners and collaborating closely with an aligned Renewal Specialist
- This Commercial Account Manager is accountable for revenue outcomes, forecast accuracy, and disciplined execution in a fast-paced, high-volume commercial environment
- This role is designed for emerging Commercial Account Managers who are competitive, coachable, and motivated by winning
- Success requires resilience, strong ownership, and the ability to build confidence and judgement through execution feedback and repetition
- Own a defined commercial territory with accountability for:
- New logo acquisition, expansion and cross sell, retention and renewal growth, in partnership with a renewal specialist
- Build an execute territory plans that aggressively pursue whitespace, competitive displacement, and partner led-opportunities
- Prioritizing accounts and activity to maximize deal velocity, win rates, and customer impact
- Take ownership of gaps and develop plans to close them — without waiting to be told
- Sell with and through partners as the primary route to market, applying recommended co-sell motions
- Align early with partners on deal ownership, coverage and next steps
- Communicate clearly with partners and internal teams to maintain momentum and avoid stalls
- Build confidence navigating partner dynamics through experience and coaching
- Conduct discovery conversations that uncover customer needs, urgency, and value drivers, using provided frameworks
- Apply structured qualification (e.g., MEDDPICC / BANT) to assess opportunity quality and next steps
- Communicate value clearly to technical and business buyers and respond to objections with support and practice
- Drive deals to close with defined next steps, mutual action plans, and escalating appropriately when needed
- Build and maintain a healthy, qualified pipeline aligned to quota expectations
- Use Salesforce and Clari consistently to support forecasting and visibility
- Maintain clean CRM with accurate stages, next steps and close plans to enable informed decisions and faster execution
- Proactively flag stalled deals or risks and partner with leadership to address
Our take
Due to the fast-evolving nature of cybercrime, companies can struggle to keep their security up-to-date and resilient. Sophos provides managed cybersecurity services to identify and resolve cyberthreats within all sizes of organisations, combining cutting edge cybersecurity tech with expert support teams.
Leveraging AI and machine learning, Sophos' system automates the detection and blocking of over 99% of threats, meaning its analysts only have to hunt down and stop the most sophisticated attackers. As well as its Managed Detection and Response (MDR) product - which, serving over 15,000 customers, is the most-used on the market - the company also delivers Incident Response Services for those experiencing an active threat.
Sophos is not a new player in the cybersecurity space, but has demonstrated its dedication to innovation with continued product launches, updates, and acquisitions such as that of BAE spinout SOC.OS that have kept its tech at the front of the market. Alongside many of its peers, the effects of the economic climate have caused Sophos to cut staff as it focusses on achieving “the optimal balance of growth and profitability", but this recent hiccup does not take away from its position as a market leader continuously leading adaption in the space.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (1 round)
Jul 2020
$2.7m
SEED
Total funding: $2.7m
Company benefits
- Remote-first working model & hybrid options
- We encourage teams to get together in person periodically to help facilitate teamwork
- Flexible start and end times for many roles
- Leadership development program
- Access to LinkedIn Learning
- Global internal coaching program (Coach Match)
- Periodic Sophos wellness days off for all Sophos to help employees relax and recharge
- Global wellbeing program, which offers a range of wellbeing resources, including Sophos Wellbeing Webinars, Stress Management Toolkits, and Developing Resilience Courses
- Free Employee Assistance Program (EAP) for confidential advice and counseling on a wide range of work and personal issues
- Free annual subscription to the Calm app
- Paid parental leave, caregiver leave & bereavement/compassion leave available
- We host some unforgettable social experiences for our global teams including our music festival SOPH-Fest, go-karting, Sophmudder, and incredible holiday parties!
- Our annual global fitness challenge, SOPH-Fit, sees thousands of employees taking part in our virtual global race around the world
- Each quarter, we celebrate our exceptional global team by running the Sophos Values Awards, which recognizes and rewards employees who embody the Sophos values and who we are as a company
- Health care benefits available worldwide
Company HQ
Abingdon, UK
Leadership
Joe Sophos
(CEO)Previously Sophos's CTo. Joe is also a member of Forgepoint Capital's Cybersecurity Advisory Council, a Venture Partner at Allegis Capital and a Board Member at Venafi.
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