Account Manager
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Job Description
Account Manager managing renewals and expansion across strategic customers in cybersecurity. Focused on commercial relationships and driving revenue growth for enterprise accounts.
Responsibilities:
- Own full commercial responsibility for a portfolio of enterprise accounts
- Deliver $2.55M in renewal bookings through proactive renewal management
- Close $0.95M in expansion and upsell by uncovering new use cases and environments
- Build and execute multi-year account expansion plans
- Maintain accurate forecasts and strong CRM hygiene
- Serve as the primary commercial contact for CISOs, CIOs, OT leaders, and executives
- Lead renewals, executive business reviews, and expansion conversations
- Identify renewal risk early and drive mitigation plans
- Partner with Customer Success to ensure adoption and measurable outcomes
- Attend customer on-sites and industry events as needed
- Partner with Sales Engineering and Product on complex expansion opportunities
- Translate security, compliance, and operational needs into scalable solutions
- Navigate multi-stakeholder enterprise buying processes
- Provide structured customer feedback to inform product and go-to-market strategy
- Focus on Dispel’s core ICPs in critical infrastructure and regulated industries
- Expand Dispel usage beyond OT into broader IT environments
- Collaborate with VARs, MSSPs, and strategic partners when applicable
Requirements:
- 3+ years of B2B sales or account management experience in cybersecurity, SaaS, or enterprise software
- Proven ownership of renewals and expansion within existing accounts
- Experience managing complex, multi-stakeholder enterprise deals
- Strong communication, negotiation, and account planning skills
- Understanding of enterprise security and regulated industry buying cycles
- Preferred: Experience selling zero trust, secure remote access, or OT/ICS security solutions
- Preferred: Experience selling into industrial, energy, manufacturing, or regulated verticals
- Preferred: Channel-influenced enterprise sales experience
- Preferred: Background in high-growth or venture-backed companies
Benefits:
- Commission, uncapped
- OTE: $210K–$230K
- Full medical, vision, dental insurance
- 401K match
- PTO
- Guaranteed commission in Q1 (first year)
- Clear performance milestones tied to expanded responsibility
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