Senior Enterprise Account Executive

Get AI-powered advice on this job and more exclusive features. Role Summary As a Senior Enterprise Account Executive, you will be responsible for selling directly to and managing relationships with named end user accounts with 2501+ users across North California, NV, and UT leveraging our channel partners. Your key objectives will include generating and pursuing leads to meet sales quotas. You will collaborate closely with customers to develop and execute strategic engagement plans aimed at achieving enterprise-wide deployment of Sophos products and services. About Us 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 Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and advisory services. Sophos sells all these solutions through reseller partners, MSPs and MSSPs worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, and other cybercrimes. The solutions are powered by threat intelligence from Sophos X-Ops and the Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. What You Will Do Generate Enterprise account sales pipeline, qualify opportunities, and accurately forecast pipeline. Manage the sales process through the closure of the sale, continued development, and retention. Achieve agreed quarterly sales goals, develop strong relationships with key buyers and influencers in Enterprise Accounts, and leverage 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 customers 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 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 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 navigate them. Ability to be seen as a trusted advisor to senior executives in large organizations and 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 is an advantage. Experience selling through and with channel partners, and the ability to thrive in a team selling environment. In the United States, the base salary for this role ranges from $106,000 to $176,500. In addition to the base salary, there is a component for target sales commissions alongside a comprehensive benefits package. A candidates specific pay within this range will depend on factors including skills, location, experience, education, certifications, and organizational needs. Whats Great About Sophos? Sophos operates a remote-first working model; some roles may require Hybrid work. Applicants must have legal authorization to work in the posting jurisdiction without sponsorship. Our people we innovate and create, with a sense of fun and team spirit. Employee-led diversity and inclusion networks, community engagement, and volunteer days. Global sustainability initiatives and wellbeing programs. Our Commitment To You We are committed to a diverse and inclusive environment and equal opportunity. All applicants will be treated fairly and in accordance with the law regardless of gender, sex, gender identity, marital status, race, religion, color, age, military veteran status, disability, pregnancy, or sexual orientation. If adjustments are needed to support you in the recruitment process, please let us know. Data Protection If you share your CV or personal details with Sophos, these details will be held for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you about this or other opportunities. You may request deletion or updating of your details as described in the Privacy Policy. Job Details Seniority level: Not Applicable Employment type: Contract Job function: Sales and Business Development Industries: Software Development Get notified about new Enterprise Account Executive jobs in California, United States. #J-18808-Ljbffr