ResponsibilitiesManage, coach, and develop an existing team of Key Account Managers and Sales Executives; set clear targets and operating cadence, and drive consistent execution across pipeline, renewals, and expansion.Own enterprise revenue across the full lifecycle: net-new acquisition plus existing-customer retention, renewals, and expansion.Build and maintain a high-quality pipeline; run disciplined prospecting and follow-up to consistently create and convert opportunities.In conjunction with marketing develop and refine enterprise messaging and product positioning; tailor value stories to specific customer contexts, stakeholders, and use-cases.Drive a subscription/SaaS sales motion, from first conversation through onboarding coordination, renewal, and expansion.Run a low-friction (light-touch) buying journey: guide prospects and customers from evaluation to purchase and implementation with minimal overhead.Partner tightly with marketing to align on target accounts, lead handoff, and account-based plays that support both net-new wins and expansion.Maintain robust, realistic forecasting that reflects both visible opportunities and ambitious growth targets.CRM hygiene and an understanding of the importance of data to the organisationContinuously improve qualification and sales/account playbooks.Own enterprise Key Account Management for a portfolio of customers: cross-sell/up-sell execution, account plans, relationship mapping, renewals, retention risk management. Develop a deep understanding of the product and competitive landscape; bring market insights back to product/leadership. Experience and SkillsCybersecurity and/or End User Computing sales experience (strongly preferred) or the ability to ramp quickly in the cybersecurity/EUC domain.Proven enterprise sales and account management experience, including managing multi-stakeholder deals and longer sales cycles.Demonstrated ability to own both net-new acquisition and key account management (renewals, retention, cross-sell, up-sell) for enterprise customers.Track record of building pipeline (not just working inbound) and maintaining rigorous follow-up and next-step discipline.Experience selling SaaS/subscription products (preferred), including comfort managing recurring revenue, renewals, and expansion targets.Strong product positioning and consultative selling skills; able to explain value clearly and adapt messaging by persona and industry.Practical, demonstrable curiosity about generative AI and evidence of using it to improve day-to-day work in sales processes. Excellent people skills: able to collaborate across functions, manage difficult conversations, and stay effective under ambiguity. Ability to restructure sales teams to meet sales targets.Hands-on mindset suited to a smaller organization; comfortable executing directly and growing with the company as it scales.Demonstrable ability to manage customer expectations.Ability to work in a cross functional collaborative way with a strong understanding of all department’s roles and capabilities. Ways of WorkingHands-on, practical and willing to execute as well as lead.Comfortable operating in ambiguity and helping shape the role as business needs evolve.Curious about new ways of working. Able to grow with the organisation and contribute at different stages of maturity.Collaborative in style, with a strong bias toward alignment across marketing, sales and account management.Customer-focused, commercially aware and motivated by creating measurable growth impact.Security First at the forefront of what we do.Comfortable in a fully remote environment. Success MeasuresIncrease revenue.Build an effective sales strategy and team.Strengthen pipeline generation and improve conversion across the sales funnel.Improve retention, renewals, and expansion within the existing customer base.Build a strong, capable team through coaching, accountability, and clear continuous performance management.Increase CRM discipline, forecast accuracy, and overall sales operating rhythm.Establish a clear go-to-market approach for enterprise sales and strategic account growth.
Responsibilities
- Manage, coach, and develop an existing team of Key Account Managers and Sales Executives; set clear targets and operating cadence, and drive consistent execution across pipeline, renewals, and expansion.
- Own enterprise revenue across the full lifecycle: net-new acquisition plus existing-customer retention, renewals, and expansion.
- Build and maintain a high-quality pipeline; run disciplined prospecting and follow-up to consistently create and convert opportunities.
- In conjunction with marketing develop and refine enterprise messaging and product positioning; tailor value stories to specific customer contexts, stakeholders, and use-cases.
- Drive a subscription/SaaS sales motion, from first conversation through onboarding coordination, renewal, and expansion.
- Run a low-friction (light-touch) buying journey: guide prospects and customers from evaluation to purchase and implementation with minimal overhead.
- Partner tightly with marketing to align on target accounts, lead handoff, and account-based plays that support both net-new wins and expansion.
- Maintain robust, realistic forecasting that reflects both visible opportunities and ambitious growth targets.
- CRM hygiene and an understanding of the importance of data to the organisation
- Continuously improve qualification and sales/account playbooks.
- Own enterprise Key Account Management for a portfolio of customers: cross-sell/up-sell execution, account plans, relationship mapping, renewals, retention risk management.
- Develop a deep understanding of the product and competitive landscape; bring market insights back to product/leadership.
Experience and Skills
- Cybersecurity and/or End User Computing sales experience (strongly preferred) or the ability to ramp quickly in the cybersecurity/EUC domain.
- Proven enterprise sales and account management experience, including managing multi-stakeholder deals and longer sales cycles.
- Demonstrated ability to own both net-new acquisition and key account management (renewals, retention, cross-sell, up-sell) for enterprise customers.
- Track record of building pipeline (not just working inbound) and maintaining rigorous follow-up and next-step discipline.
- Experience selling SaaS/subscription products (preferred), including comfort managing recurring revenue, renewals, and expansion targets.
- Strong product positioning and consultative selling skills; able to explain value clearly and adapt messaging by persona and industry.
- Practical, demonstrable curiosity about generative AI and evidence of using it to improve day-to-day work in sales processes.
- Excellent people skills: able to collaborate across functions, manage difficult conversations, and stay effective under ambiguity. Ability to restructure sales teams to meet sales targets.
- Hands-on mindset suited to a smaller organization; comfortable executing directly and growing with the company as it scales.
- Demonstrable ability to manage customer expectations.
- Ability to work in a cross functional collaborative way with a strong understanding of all department’s roles and capabilities.
Ways of Working
- Hands-on, practical and willing to execute as well as lead.
- Comfortable operating in ambiguity and helping shape the role as business needs evolve.
- Curious about new ways of working.
- Able to grow with the organisation and contribute at different stages of maturity.
- Collaborative in style, with a strong bias toward alignment across marketing, sales and account management.
- Customer-focused, commercially aware and motivated by creating measurable growth impact.
- Security First at the forefront of what we do.
- Comfortable in a fully remote environment.
Success Measures
- Increase revenue.
- Build an effective sales strategy and team.
- Strengthen pipeline generation and improve conversion across the sales funnel.
- Improve retention, renewals, and expansion within the existing customer base.
- Build a strong, capable team through coaching, accountability, and clear continuous performance management.
- Increase CRM discipline, forecast accuracy, and overall sales operating rhythm.
- Establish a clear go-to-market approach for enterprise sales and strategic account growth.
