Enterprise Account Manager - East Coast

Job description

A platform you can believe in: Immersive One is the leading cyber resilience solution across the globe. Showcase the value of the Immersive One platform and secure the technical win alongside a team of the brightest minds in cybersecurity. At Immersive, we’re uniquely positioned to future-proof organizations against any cyber challenge. If that excites you, read on!! Immersive is the cyber proving ground for the AI enterprise. Through Immersive One, organizations can test whether people, AI-enabled workflows, cyber security teams, agents, and leaders can perform securely under realistic pressure, then turn that performance into evidence they can use to improve, benchmark, and report readiness. Trusted by 30%+ of the Fortune 100 and ranked #1 in the Forrester Wave™ 2026, Immersive helps organizations prove AI can be adopted safely, teams can develop and defend at AI speed, leaders can lead through crisis, and AI agents can be validated before they are trusted in live workflows https://www.immersivelabs.com/why-immersive-labs We help the world’s biggest brands like Citi, Pfizer, Humana, and HSBC, protect their revenues and brand reputations. Immersive was founded in 2017, from a cargo container in Bristol, UK we’ve grown to over 300 employees globally, announced funding of more than $180 million and been voted a Best place to work on multiple occasions! https://www.immersivelabs.com/company/our-story “The speed at which Immersive produces technical content is hugely impressive, and this turnaround has helped get our teams ahead of the curve, giving them hands-on experience with serious vulnerabilities, in a secure environment, as soon as they emerge.” Head of Global Cybersecurity Operations, HSBC The Opportunity We're looking for an Enterprise Account Manager to join the US team and focus on acquiring the top enterprise clients across all verticals, in our East region. You will then retain ownership of these flagship accounts to grow the presence & value of Immersive's offering within them. The product is part of a new technology category making an impact across Cybersecurity teams and adds immediate value to Cybersecurity leaders. Whilst pursuing CISOs and other senior leadership across the Cybersecurity department to solve their biggest challenge - the skills gap affecting their cyber readiness - you will have the support of marketing, pre-sales, channel sales and customer success to achieve your goals. This role will support our East sales region, so we're considering candidates who are physically located in Eastern Standard Time or Central Standard Time states. Our Sales team consists of driven, curious, proven enterprise sales professionals that have established relationships within cybersecurity and have sold into such varied sectors as Retail, Pharmaceutical, Finance, Government and many more. The great thing about Immersive and our solution is we can work with any enterprise organisation, regardless of sector. Sales should be built on not just relationships but proving value - our best sales people here are consultative, customer focused and constantly expanding their knowledge through cross-team collaboration. The Solution Architect will be your partner as you conduct POVs to prospective and existing customers, but you will also build and leverage relationships with Inside Sales, Product Marketing and our in-house Cyber & Engineering teams. Now, the first thing on your mind as you read this is probably salary - You’ll get a generous base and great OTE with uncapped earning potential – when you smash your targets, you’ll be rewarded. We also give you a piece of the pie with share options. Your success in this role will come from developing new & existing business in an assigned territory of FTSE 100 / 250 and large enterprise accounts, driving engagement and building rock solid relationships with new prospects and existing customers - we don’t want quick transactional sales, we value long term relationships with our customers that grow and develop as they journey towards achieving cyber resilience. We can’t wait to have you join our mission to help organisations be ready to tackle the cyber threats of tomorrow! As one of the senior individual contributors in sales, your main responsibilities will include (we're scaling fast, so these may change as we grow): - Working on a win and retain basis to win new business with largest enterprise customers then growing the presence of Immersive within those accounts. - Leveraging marketing leads, technical resources, and channel/alliance partners as required. - Attending relevant industry events to educate the market on the value of the Immersive's offering. - A strong partnership with Customer Success will be essential to help you identify opportunities for upsell within key accounts - Living the Immersive values, displaying the culture to prospect companies through your interactions. Sounds good? We’d love to hear from you if you have proven experience in the following areas, but don’t worry if you don’t hit each one exactly: - 7+ years of experience selling to large enterprise accounts within the Fortune 500. - Experience in a high growth company - someone who understands the pace and attention to detail required to succeed in an ever-changing scaling company. - You have an understanding of the challenges senior cybersecurity leaders face each day, this is important as you will be dealing with CISOs, VPs of Cyber and Senior SOC leaders. - You have a proven track record of hitting sales quotas and winning net-new logos at complex global customers. - Experience leading a sales cycle educating the client on the true value of a new cybersecurity solution - Executed account plans using all resources available including Channel Partners, SDRs, Pre-sales and professional services within an efficient timescale What kind of person are we looking for? Again, you don’t have to match everything, but ideally you will display the following traits: - Empathy, high emotional intelligence, and heightened listening skills to really get to the crux of what a customer needs - A hunting mindset – you get a buzz from seeking out a great prospect, aligning their problem with our solution, and being able to close the deal - The discipline, motivation, and drive to take knocks, then the resilience to do it all again tomorrow - You’re not a lone wolf – although you’ll mostly be remote, you’ll reach out to teams across disciplines, knowing their input and collaboration is what secures the best deals Excited by the above? Apply now - We’re ready to receive your application! Immersive’s growth has been fuelled by our values that underpin everything we do, here's how they relate to this role: - Driven - We push the boundaries of innovation, acting swiftly to achieve ambitious outcomes. Our drive embodies a culture of ambition, where challenges are stepping stones to excellence. - Inclusive - Our strength lies in diversity, fostering a culture where every individual contributes to our collective strength. We champion open dialogue and empathy, ensuring a collaborative, inclusive workplace. - Customer Centric - We seek to develop deep relationships with our customers to help them achieve their business outcomes. We exceed our customers and partners expectations by crafting products, services and experience that surprise, delight and ensuring they feel valued and supported every day. - One Team - We are a talented global team working together to achieve our vision. Central to our ethos, resilience means adapting and thriving in adversity. It guides our innovation, ensuring we and our clients are prepared for the future. If you would like to read more about what you can expect from our recruitment process, you can visit our dedicated interview process https://www.immersivelabs.com/company/careers page. As well as an inclusive, supportive place for you to be you. We offer an extensive range of benefits so you can do your very best work: - Prosper in our success with share options, and rewards for doing great work and living our values - Look after you and your family with health, dental, and disability insurance, fully paid sick leave, and mental health support - Save for the future with a 401K match of up to 5% – effective immediately - 33 holiday days plus two volunteering days, 12 weeks enhanced parental leave & your birthday off. - Flexible and remote working, so you can work when and where you work best - Career and learning development through the platform and our Learn Anything fund - While most of the team are fully remote, when you do visit, our North American HQ is based in the center of Boston, just a 10 minute walk from Back Bay train station - Monthly socials and sports clubs for our sociable, tight-knit teams (we’ve done everything from cake making to escape rooms) Immersive’s commitment to fair and equitable compensation practices means that our compensation & benefits team prices each individual role before it is opened. Each team member is eligible for a compensation plan made up of a base salary + bonus (either annual or variable commission, depending on role) + equity. We expect most candidates for this position to fall within a base salary range of $130,000 - 160,000, though the specific package will vary based on a candidate’s qualifications, skills, competencies, location and experience. Find out more at https://careers.immersivelabs.com