The Enterprise Account Executive is responsible for driving renewals, upselling, and cross selling within a portfolio of existing enterprise customers (1,001+ users). Acting as a trusted advisor, this role focuses on understanding customer business and security needs, influencing key stakeholders, and aligning Sophos solutions to maximize customer retention, expand adoption, and drive long-term account value through disciplined enterprise account management.
The role operates in complex enterprise environments, requiring engagement with multiple stakeholders, coordination across internal teams and partners, and navigation of formal procurement and contracting processes. Success is driven by deep customer understanding, proactive planning, and the ability to identify and close expansion opportunities while ensuring timely and successful renewals.
This role is ideal for enterprise sellers who excel at long‑term account ownership, consultative selling, and delivering sustained value within large, complex organizations.
Account Ownership & Retention
Own and manage a portfolio of existing enterprise customer accounts
Drive timely and successful contract renewals through proactive customer engagement
Build and maintain strong relationships with business, technical, and executive stakeholders, including IT and security leadership
Expansion, Upsell & Cross-Sell
Identify, develop, and close upsell and cross‑sell opportunities within existing enterprise accounts
Create and execute strategic account plans focused on retention, expansion, and long‑term growth
Position additional Sophos solutions based on evolving customer security needs, priorities, and roadmap alignment
Enterprise Account Execution
Navigate multi‑stakeholder buying environments within existing customers
Partner closely with Sales Engineering to support solution positioning, demonstrations, and technical validations
Manage renewal and expansion opportunities through formal procurement and contracting processes when applicable
Partner & Internal Collaboration
Collaborate closely with channel partners and system integrators to support renewals and expansion motions
Coordinate internal resources across Sales Engineering, Customer Success, Support, Product, and Leadership teams
Maintain clear ownership and accountability for account outcomes, even in partner‑involved sales motions
Pipeline & Forecast Management
Build and maintain accurate renewal and expansion forecasts
Accurately track account activity and opportunities and maintain CRM data integrity
Deliver predictable outcomes through strong execution, planning, and operational rigor
Required
Preferred
Measures of Success
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business.
More information is available at www.sophos.com.
