Senior Enterprise Account Executive

5+ years in a quota-carrying sales role focused on enterprise accounts with a track record of overachievement
Deep understanding of enterprise sales cycles, buyer personas, and multi-stakeholder decision-making
Proven ability to build trusted advisor relationships with executive stakeholders
Skilled in opportunity qualification, value proposition delivery, objection handling, and strategic negotiation
Strong technical acumen; cybersecurity experience is a plus
Experience co-selling with and through channel partners
Excellent organizational, forecasting, and territory planning skills
Experience using sales tools such as Salesforce, Clari, LinkedIn Sales Navigator, and similar platforms

Lead strategic initiatives to develop pipeline, close high-value deals, and build long-term customer relationships
Own the full sales process from initial prospecting to close
Strategically engage accounts to position Sophos solutions and lead detailed account planning with a focus on driving enterprise-wide adoption
Develop and execute strategic account plans, conduct business reviews, and maintain strong executive relationships to support expansion opportunities and renewal success
Leverage and co-sell with channel partners to generate pipeline, create strategic partnerships, and maximize account penetration through indirect engagements
Become a subject matter expert in Sophos cybersecurity solutions and confidently articulate value propositions to technical and business stakeholders
Work collaboratively with sales engineers, customer success managers, marketing, and partner teams to deliver a best-in-class customer experience
Maintain accurate and timely pipeline reporting and forecasting through Clari
Responsible for building and maintaining a healthy pipeline of opportunities aligned with the enterprise segment ACV targets