Job description

About Mimecast The work people build is worth protecting, and it s harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected. Overview As an Account Executive, Mid-Market, you ll identify, engage, and secure new business within Lower Mid-Market organizations with 750-1,500 employees. You ll build the pipeline and partner relationships that grow Mimecast s market share in this segment. You ll work closely with Mimecast s partner community and cross-functional teams to convert qualified opportunities into new customers, in a fast-paced, well-structured sales environment that continues to evolve. What You ll Do Research and prospect within your assigned Lower Mid-Market territory to generate qualified new business opportunities. Develop territory and account plans aligned with Mimecast s sales goals, and build and manage your sales pipeline. Lead product demonstrations and value-based presentations tailored to mid-sized IT and security organizations. Build relationships with economic buyers, IT leaders, and other stakeholders across the buying committee. Work with the Partner/Channel Development team to develop and execute joint account plans that expand pipeline coverage. Meet or exceed monthly, quarterly, and annual new business targets. Collaborate with marketing, sales engineering, and customer success to support a smooth transition from prospect to onboarding. Keep pipeline, activity, and forecast data current and accurate in Salesforce. Stay informed about industry trends, competitive offerings, and Mimecast s evolving product suite. What You ll Bring Demonstrated success independently managing a full-cycle new business sales territory, from prospecting and pipeline development through negotiation and closing, with a track record of meeting or exceeding quota and sales KPIs. Clear verbal and written communication, including the ability to explain complex solutions and their value to buyers. An understanding of corporate IT teams, technology buying processes, and the broader technology and cybersecurity stack. The ability to build trust with customers and negotiate effectively with stakeholders across the buying committee. A proactive approach to identifying opportunities, managing your pipeline, and executing territory plans independently. Experience using Salesforce or another CRM system to manage leads and opportunities. Experience in IT, SaaS, or cybersecurity sales is helpful, but not required. The on-target earnings (OTE) range for this position is $176,000 - $264,000 USD (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly. #LI-ND1 Belonging at Mimecast Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course. We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups. We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application. 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. 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. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.

Requirements

Must-haves

You ll work closely with Mimecast s partner community and cross-functional teams to convert qualified opportunities into new customers, in a fast-paced, well-structured sales environment that continues to evolve.
What You ll Do
Research and prospect within your assigned Lower Mid-Market territory to generate qualified new business opportunities.
Develop territory and account plans aligned with Mimecast s sales goals, and build and manage your sales pipeline.
Lead product demonstrations and value-based presentations tailored to mid-sized IT and security organizations.
Build relationships with economic buyers, IT leaders, and other stakeholders across the buying committee.
Work with the Partner/Channel Development team to develop and execute joint account plans that expand pipeline coverage.
Meet or exceed monthly, quarterly, and annual new business targets.
Collaborate with marketing, sales engineering, and customer success to support a smooth transition from prospect to onboarding.
Keep pipeline, activity, and forecast data current and accurate in Salesforce.
Stay informed about industry trends, competitive offerings, and Mimecast s evolving product suite.
What You ll Bring
Clear verbal and written communication, including the ability to explain complex solutions and their value to buyers.
An understanding of corporate IT teams, technology buying processes, and the broader technology and cybersecurity stack.
The ability to build trust with customers and negotiate effectively with stakeholders across the buying committee.
A proactive approach to identifying opportunities, managing your pipeline, and executing territory plans independently.
Experience using Salesforce or another CRM system to manage leads and opportunities.
Experience in IT, SaaS, or cybersecurity sales is helpful, but not required.
Belonging at Mimecast
Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.
We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.
We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
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.
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.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: workday
Effort: long