Own full commercial responsibility for a portfolio of strategic enterprise accounts
Deliver $3M in renewal bookings through proactive renewal and risk management
Close $1.45M in expansion and upsell by unlocking new use cases and buying centers
Develop and execute multi-year account strategies aligned to customer priorities and product roadmap
Build and maintain a predictable expansion pipeline and accurate forecasts
Serve as the senior commercial contact for CISOs, CIOs, OT leaders, and executive sponsors
Lead executive business reviews, renewal negotiations, and complex expansion discussions
Identify renewal risk early and drive mitigation plans
Partner with Customer Success to ensure adoption, outcomes, and advocacy
Travel to customer sites and industry events as needed
Partner with Sales Engineering and Product to scope and close complex enterprise expansions
Translate security, compliance, and operational risk into scalable solutions
Navigate multi-stakeholder buying processes with technical and economic buyers
Provide structured customer feedback to inform roadmap, packaging, and pricing
Act as a point of escalation and mentor for other Account Managers
Help define and refine renewal and expansion SOPs
Support hiring, onboarding, and enablement across the AM team
Focus on Dispel’s core ICPs in critical infrastructure and regulated industries
Expand Dispel adoption beyond OT into broader IT environments
Collaborate with VARs, MSSPs, and strategic partners on enterprise accounts

Requirements

6+ years of B2B sales or account management experience in cybersecurity, SaaS, or enterprise software
Proven ownership of large renewal bases with consistent expansion performance
Experience managing complex, multi-stakeholder enterprise accounts
Quota-carrying experience tied to retention, expansion, and NRR
Strong understanding of enterprise security and regulated buying cycles
Executive-level communication, negotiation, and account strategy skills
**Preferred**
Experience selling zero trust, secure remote access, or OT/ICS security solutions
Experience selling into industrial, energy, manufacturing, or regulated verticals
Channel-influenced enterprise sales experience
Background in high-growth or venture-backed environments

Benefits

OTE: **$260K–$280K**
Commission, uncapped
Guaranteed commission in Q1 (first year)
Full medical, vision, dental insurance
401K match
PTO
Clear milestones tied to expanded responsibility and team leadership
Equity eligibility aligned with growth into management

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B salesaccount managementrenewal managementexpansion strategynegotiationquota managementcustomer feedback analysisrisk managementSaaScybersecurity

Soft Skills

executive-level communicationleadershipmentoringcollaborationstrategic thinkingproblem-solvingcustomer advocacyorganizational skillsrelationship managementadaptability