Senior Enterprise Account Executive

Senior Enterprise Account Executive

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos' complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Enterprise Account Executive will directly sell to and manage relationships with named end user accounts of 1001+ users, fulfilling through the channel. You will actively generate and pursue leads and opportunities to achieve sales quotas. With customers you will create and implement strategic customer engagement plans focused on attaining enterprise-wide deployments of Sophos products and services.

What You Will Do

Generate enterprise account sales pipeline, qualifying opportunities, and accurately forecasting pipeline.

Manage the sales process through the closure of the sale, continued development, and retention.

Achieving agreed quarterly sales goals, developing strong relationships with key buyers and influencers in Enterprise Accounts and leveraging these during the sales process.

Execute a planned cadence of engagement with key strategic customers, with monthly or quarterly minimums, and put detailed strategic account plans in place where appropriate.

Maintain a detailed understanding of strategic customer accounts' business to align Sophos solutions to the customer's desired cybersecurity and business outcomes.

Negotiate terms of business with customers to achieve high levels of customer satisfaction and engagement, and high adoption of Sophos technology.

Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.

Work with the Channel Sales team and partner community to create a pipeline through indirect engagements.

What You Will Bring

3-5 years in a sales role working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas.

Understanding of the enterprise sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them.

Ability to be seen as a trusted advisor to senior executives in large organizations and able to build strategic account plans.

Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.

Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.

Experience of selling through and with channel partners, and ability to thrive in a team selling environment.

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.

· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit

· Employee-led diversity and inclusion networks that build community and provide education and advocacy

· Annual charity and fundraising initiatives and volunteer days for employees to support local communities

· Global employee sustainability initiatives to reduce our environmental footprint

· Global fitness and trivia competitions to keep our bodies and minds sharp

· Global wellbeing days for employees to relax and recharge

· Monthly wellbeing webinars and training to support employee health and wellbeing