Mimecast

Mimecast

Sales Manager, SMB

United States of America - Massachusetts - Lexington

Sponsorship not specified$250k-$749kDetected 5 days ago
SnowflakeSalesforceCRMSalesAccount ManagementNegotiationForecastingPerformance ManagementCustomer SuccessLeadershipCommunicationCollaborationMentoring

About the role

  • 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.
  • Our salary ranges are determined by role, level, and location.

Responsibilities

  • 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.
  • That's why we're committed to building an inclusive, diverse community that celebrates and welcomes everyone - unless they're a cybercriminal, of course.

Nice to have

  • 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.
  • Demonstrated track record of carrying and exceeding a team quota, ideally in an upsell/expansion or renewals motion.
  • Understanding of cloud-based cybersecurity, email security, or data protection solutions strongly preferred.
  • Bachelor's degree in business, marketing, or a related field preferred
  • equivalent experience will also be considered.

Skills

  • Ability to coach reps through deal strategy, negotiation, and forecasting with a data-driven, MEDDIC or similar sales methodology.
  • Exceptional verbal and written communication skills, with the ability to present to senior sales leadership.
  • Communication
  • Technical Aptitude: Understanding of cloud-based cybersecurity, email security, or data protection solutions strongly preferred.
  • Bachelor's degree in business, marketing, or a related field preferred; equivalent experience will also be considered.
  • The US OTE range for this position is $200,000-$300,000 + benefits.
  • This reflects the minimum and maximum target for new hire on-target earnings for this position.
  • This position may also be eligible for other related benefits.
  • These factors and individual capabilities will also determine the individual pay offered.
  • Belonging at Mimecast
  • Cybersecurity is a community effort.
  • It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.

Compensation

  • The US OTE range for this position is $200,000-$300,000 + benefits.
  • Our salary ranges are determined by role, level, and location.

Benefits

  • 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 careers@mimecast.com.

Company info

  • 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).
  • 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.

Equal opportunity

  • We're proud to be an Equal Opportunity and Affirmative Action Employer, and we'd encourage you to join us whatever your background.
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This listing is sourced directly from Mimecast's careers page and normalized into a canonical job model.