Sales Manager, SMB
Core
Lead a team of Account Managers to drive upsell revenue within the 250–749 seat customer segment for Mimecast's cybersecurity platform.
Role type
Senior IC sales manager (SMB expansion)
Builds
Upsell revenue and platform adoption for existing enterprise customers
Domain
Cybersecurity / Email Security / Data Protection
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure | physical/clinical work
Required skills
B2B sales leadership, quota attainment, team coaching, forecasting, MEDDIC qualification, pipeline management, CRM discipline, cross-functional collaboration
Preferred skills
SaaS or cybersecurity sales experience, cloud security technical knowledge
Technologies
Salesforce, Snowflake, Mimecast platform
Responsibilities
Lead and coach a team of Account Managers against upsell quotas, manage team forecasting (Commit, Best Case, Upside), partner with reps on deal strategy and pipeline hygiene, drive platform adoption through whitespace analysis, manage rep performance and development, collaborate with RevOps/Marketing/Product, maintain CRM data integrity, represent team in business reviews
Seniority
Senior, hands-on IC