Sales Manager, Mimecast
SMB
$200-300k
OTE
Office located in Lexington, MA
HR management & advanced email security
Open for applications
HR management & advanced email security
1001+ employees
Open for applications
$200-300k
OTE
Office located in Lexington, MA
1001+ employees
Company mission
To stop bad things from happening to good organisations.
Role
Who you are
- Proven Leadership Experience: 5+ years of B2B sales or account management experience, with at least 2+ years in a front-line sales leadership or management role, ideally in SaaS or cybersecurity
- Quota Attainment: Demonstrated track record of carrying and exceeding a team quota, ideally in an upsell/expansion or renewals motion
- Coaching & Deal Skills: Ability to coach reps through deal strategy, negotiation, and forecasting with a data-driven, MEDDIC or similar sales methodology
- Analytical Aptitude: Comfort working with pipeline, forecast, and performance data (Salesforce, Snowflake, or similar) to identify trends and coach to them
- Communication Skills: Exceptional verbal and written communication skills, with the ability to present to senior sales leadership
- Technical Aptitude: Understanding of cloud-based cybersecurity, email security, or data protection solutions strongly preferred
- Location Requirement: Must be able to work from the Lexington, MA office a minimum of two days per week, increasing to three days per week during the last week of each fiscal quarter
- Bachelor's degree in business, marketing, or a related field preferred; equivalent experience will also be considered
- We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups
What the job involves
- We are seeking an experienced and driven SMB Expansion West Manager to lead a team of Account Managers responsible for growing revenue within our existing Macro West customer segment (250–749 seats)
- This is a player-coach leadership role: you will own the upsell performance of your team, coach and develop individual contributors, and partner closely with sales leadership to hit segment-level revenue targets
- You will report to the Senior Director of Sales, SMB Expansion, alongside peer managers leading the Macro East and SMB Micro segments, and will be a key contributor to the broader SMB Expansion leadership team
- This role is based out of our Lexington, MA office, with in-office attendance increasing during quarter-end weeks to support forecasting, deal reviews, and team alignment
- Team Leadership: Lead, coach, and develop a team of Account Managers, driving individual and team accountability against upsell quota targets within the 250–749 seat segment
- Forecast Management: Own the upsell forecast for your team, delivering accurate weekly and monthly forecasts (Commit, Best Case, Upside) to sales leadership
- Pipeline & Deal Strategy: Partner with reps on deal strategy, pipeline hygiene, and MEDDIC-based qualification to improve win rates and deal velocity on complex, multi-stakeholder opportunities
- Revenue Growth: Drive adoption of Mimecast's full platform (Advanced Threat, Human Risk Management, Data Protection/Incydr, Backup & Recovery) across the existing installed base through whitespace and cross-sell analysis
- Talent Management: Actively manage rep performance, including onboarding, ramp planning, career development conversations, and performance management where needed
- Cross-Functional Collaboration: Work cross-functionally with RevOps, Marketing, Customer Success, and Product to remove obstacles and support your team's execution
- Reporting & CRM: Maintain rigorous CRM discipline across the team (Salesforce), ensuring clean, current pipeline and account data to support accurate reporting
- Business Reviews: Represent your team and segment in regular business reviews with the Senior Director, Sales, and broader SMB leadership
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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