Senior Sales Manager, Mimecast
Customer Development (Commercial)
£140-210k
OTE
More information about location
2-5 days a week in office
HR management & advanced email security
Be an early applicant
HR management & advanced email security
1001+ employees
Be an early applicant
£140-210k
OTE
More information about location
2-5 days a week in office
1001+ employees
Company mission
To stop bad things from happening to good organisations.
Role
Who you are
- 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 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
- 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
- Strong pipeline-management instincts, including the ability to identify risk early, maintain healthy coverage and lead accurate commit and best-case calls
- An emotionally intelligent, coaching-led leadership style that sets clear expectations, holds people accountable and develops talent
- Strong business and commercial acumen, including an understanding of corporate IT teams and buying processes
- Excellent written and verbal communication skills, with the ability to collaborate effectively across functions and build credibility with customers and partners
- A resilient, customer-centric and results-oriented approach, with the confidence and humility to operate in a fast-paced, evolving environment
- Degree-level education is preferred but not required
- Eligibility to work in the UK and the ability to work from Mimecast's London headquarters at least two days per week
What the job involves
- 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
Salary benchmarks
Our take
Mimecast’s next-gen cloud-based security, archiving, and continuity services provide comprehensive risk management in a fully integrated solution, protecting over 40,000 customers worldwide and blocking 162+ million threats. With its adaptable platform, Mimecast focuses on developing capabilities to meet increasing risks and forming strategic partnerships.
Following its acquisition by Permira, Mimecast has expanded globally, reaching more countries.. Recently, Mimecast acquired Elevate Security, enhancing its offerings with insights into human behaviours and risks. Elevate Security's platform flags high-risk individuals with a precision risk scoring algorithm, complementing Mimecast’s Awareness Training for targeted intervention and training.
Since 2003, Mimecast has empowered customers to mitigate risks and manage complexities in a threat landscape driven by cyberattacks and human error. Mimecast’s advanced solutions in threat detection, brand protection, and data retention enable organisations to work protected.
Freddie
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Sep 2012
$62m
SERIES C
Jan 2010
$21m
SERIES B
Total funding: $88.7m
Company HQ
City of London, London, UK
Leadership
Marc van Zadelhoff
(CEO)Prior to joining Mimecast in 2024, Marc was the CEO of Devo. They also spent nearly 12 years at IBM in various roles, including General Manager of IBM Security (Business Unit CEO).
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