Key Account Manager – New Business Development (3500 - 100,000 Users / Hunting Role) - #2158014

Description

Key Account Manager – New Business Development (3500 - 100,000 Users / Hunting Role)

At Mimecast, we're redefining cybersecurity and leading the charge in human risk management. We protect businesses from evolving threats, and you'll be at the forefront. Every customer you bring on board builds something bigger - for them, for us, for our communities, and for your career. Simply put - when we grow, you grow.

We set you up to win. Top-tier enablement, smart coaching, and real insights mean you'll smash quotas, not just hit them. You get the tools and knowledge to sell with confidence, turning complex sales cycles into closed deals.

Your career path? It's yours to shape. Compelling commission, clear progression, and chances to lead, specialize, or pivot - you decide what's next. Here, success isn't just about the deals you close. It's about your progress, your influence, your impact.

Ready to push boundaries and accelerate your career? Let's make it happen.

Role Overview

Mimecast is looking for a dynamic and results-driven Key Account Manager (New Business) to focus on acquiring and managing large-scale accounts with user bases ranging from 3,500 to 100,000 users. This is a hunting-focused role, requiring a professional who thrives in identifying, pursuing, and closing new business opportunities. The ideal candidate will have a proven track record of building long-term client relationships, meeting aggressive sales targets, and driving business growth in a competitive market.

This position demands a strategic thinker who can understand client needs, develop tailored solutions, and consistently deliver value to key stakeholders.

What You'll Do

• New Business Development (Hunting): Proactively seek out and identify new business opportunities with companies and organizations that meet the user range criteria (3,500 - 100,000 users).
• Acquire Clients: Present tailored solutions to secure new accounts and build long-term relationships with key decision-makers, stakeholders, and influencers within target accounts.
• Manage Pipeline: Build and maintain a strong pipeline of qualified leads focused on growth.
• Achieve Quotas: Meet and exceed revenue targets consistently.
• Collaborate with Channels: Work with channel partners to drive campaigns and customer acquisition.
• Provide Market Insights: Stay informed on trends and dynamics to uncover new opportunities.
• Support Sales Enablement: Collaborate with internal teams (e.g., marketing, product, customer success) to develop customized sales pitches and proposals tailored to client needs.
  
  

What You'll Bring

• Minimum 5 years of experience in a hunting sales role focused on key account management and new business development
• Proven expertise closing deals with accounts in the 3,500 - 100,000 user range or similar enterprise-level accounts.
• Strong IT, SaaS, or cybersecurity sales experience
• Experience working with the Channel and Partners
• Strong consultative selling skills and understanding of customer needs
• Proven expertise in building strategic relationships with CIO/CISOs, serving as a reliable advisor and trusted partner
• Understanding of cyber pain points and buying processes
• Experience with Salesforce, HubSpot, Demandbase, Gong, and ZoomInfo.
• Solid knowledge of sales process including MEDDIC, Force Management, Challenger and Spin Sales Process
• The ability to travel approximately 25-30% of the time to regional meetings with prospects, customers, channel partners, ecosystem/integration partners and field marketing events
• Strong communication skills (Written, Verbal and Presentation)
  
  

DEI Statement

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.

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.