Account Manager, Enterprise

About Mimecast

The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected.

Overview

Mimecast is looking for an Account Manager, Enterprise to own growth within an assigned portfolio of existing enterprise customers. Reporting to the Sr. Director, Enterprise Account Management, you’ll be the primary commercial owner for your accounts—identifying whitespace, driving upsell and cross-sell across Mimecast’s platform, and protecting net retention through early, proactive renewal engagement.

This role is central to our shift toward a consultative, platform-led selling motion. You’ll build trusted, multi-year relationships, understand each customer’s business and security posture, and navigate complex buying processes alongside internal teams and channel partners to turn existing customers into growing ones.

What You'll Do

• Own expansion and growth across an assigned portfolio of enterprise accounts, driving upsell and cross-sell across Mimecast’s platform.

• Build and execute account plans that identify and prioritize whitespace across product lines.

• Partner with Customer Success and Renewals on renewal engagement beginning 90–120 days in advance, proactively mitigating downsell and churn risk.

• Structure multi-year contracts and operate within established pricing guardrails.

• Lead consultative, solution-focused customer conversations that connect Mimecast’s platform to each account’s evolving needs.

• Build relationships across IT, security, compliance, procurement, and other stakeholders, guiding expansion opportunities through security reviews and enterprise procurement processes.

• Co-sell with VARs, MSSPs, and distributors through joint account planning and deal registration aligned with the enterprise channel motion.

• Maintain accurate pipeline, forecasts, account plans, and activity data in CRM to support predictable expansion revenue.

• Coordinate with Customer Success, Renewals, Deal Desk, Product, Marketing, and channel partners to deliver a seamless experience for enterprise customers.

What You'll Bring

• A proven record of growing revenue within an existing enterprise account base through upsell, cross-sell, and expansion in a SaaS environment.

• The proficiency and autonomy to own a complex enterprise portfolio, develop multi-year account strategies, and consistently deliver against net retention, expansion, or upsell targets.

• Strong consultative and solution-selling skills, with the ability to connect platform capabilities to customers’ business and security needs.

• Experience navigating complex, multi-stakeholder enterprise buying processes, including security reviews and procurement.

• Experience co-selling with channel partners such as VARs, MSSPs, or distributors, including joint account planning and deal registration.

• Strong forecasting discipline and CRM hygiene using Salesforce or an equivalent platform.

• Excellent relationship-building skills and executive presence with enterprise customer stakeholders.

• Experience working in a subscription-based, recurring-revenue SaaS business, ideally across multiple product lines.

• Familiarity with multi-year contract structures, pricing guardrails, and renewal risk mitigation.

• Cybersecurity experience, or experience in a closely adjacent enterprise SaaS environment, is preferred.

The on-target earnings (OTE) range for this position is 240-360K (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

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.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing [email protected].

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.