Sophos
Role Summary
As a Territory Account Executive for the Mid-Market segment (251-2500 employees), you will be responsible for driving net-new, customer expansion business and managing the full sales cycle, from prospecting to closing, while also collaborating with internal teams and channel partners to achieve sales goals. You will create and manage sales opportunities with territory prospects and existing customers to meet and exceed your individual contributor sales quota, working closely with presales engineering resources, product teams, customer and renewal sales representatives, and our network of channel partner resellers to maximize Sophos' business in your territory. 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 the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. Sophos portfolio includes endpoint, network, email, and cloud security that interoperate through the Sophos Central platform. Secureworks provides Taegis XDR/MDR, ITDR, next-gen SIEM, managed risk, and advisory services. Sophos serves through reseller partners, MSPs and MSSPs worldwide, defending more than 600,000 organizations from cyber threats. More information at www.sophos.com. What You Will Do
Sales Execution: Run the full sales process from prospecting to close, develop go-to-market strategies for new business, and maintain accurate forecasts. Account Management: Drive adoption of Sophos solutions across mid-market accounts, conduct strategic reviews, and ensure a strong customer experience. Channel Collaboration: Partner with channel teams to drive net-new business, establish co-selling partnerships, and generate opportunities through partner referrals. Industry Expertise: Become an expert in cybersecurity, master the Sophos platform, and articulate value against competitors in the Next-Generation Cybersecurity market. Cross-Functional Leadership: Collaborate with sales development, engineering, channel managers, and marketing to showcase value and manage the territory like a CEO. Accurate Forecasting: Maintain deep understanding of the business to drive accurate forecasting and visibility into territory performance. Pipeline Building: Generate and maintain a healthy pipeline of new logo opportunities with a target ACV; build a pipeline of 3-4x quota. What You Will Bring
3+ years in a sales role with a track record of achieving quotas. Understanding of the mid-market sales cycle, buyer personas, and decision-making processes. Opportunity discovery, qualification, value proposition, negotiation, and closing skills. Customer-centric approach with ability to build relationships via email, phone, and in person. Solid technical acumen to explain technology benefits; cybersecurity knowledge is a plus. Experience selling through channel partners and thriving in a team selling environment. Excellent organizational skills with ability to prioritize and manage multiple tasks. In the United States, base salary ranges from $79,000 to $131,500, with additional commissions and benefits. Pay within this range depends on factors including skills, location, experience, and education. What’s Great About Sophos
• Sophos operates a remote-first model; some roles may require hybrid work. Applicants must have legal authorization to work in the posting jurisdiction without employer sponsorship. • Employee pride, diversity, inclusion networks, volunteering, sustainability initiatives, wellness programs, and ongoing training. Our Commitment To You
We are committed to equality of opportunity and a diverse, inclusive environment. All applicants will be treated fairly and in accordance with the law. If adjustments are needed in the recruitment process, please let us know. Data Protection
If you share your CV, Sophos will hold your details for 12 months in accordance with our Privacy Policy and use them to contact you about opportunities. You can request deletion or updates as described in the Privacy Policy.
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As a Territory Account Executive for the Mid-Market segment (251-2500 employees), you will be responsible for driving net-new, customer expansion business and managing the full sales cycle, from prospecting to closing, while also collaborating with internal teams and channel partners to achieve sales goals. You will create and manage sales opportunities with territory prospects and existing customers to meet and exceed your individual contributor sales quota, working closely with presales engineering resources, product teams, customer and renewal sales representatives, and our network of channel partner resellers to maximize Sophos' business in your territory. 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 the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. Sophos portfolio includes endpoint, network, email, and cloud security that interoperate through the Sophos Central platform. Secureworks provides Taegis XDR/MDR, ITDR, next-gen SIEM, managed risk, and advisory services. Sophos serves through reseller partners, MSPs and MSSPs worldwide, defending more than 600,000 organizations from cyber threats. More information at www.sophos.com. What You Will Do
Sales Execution: Run the full sales process from prospecting to close, develop go-to-market strategies for new business, and maintain accurate forecasts. Account Management: Drive adoption of Sophos solutions across mid-market accounts, conduct strategic reviews, and ensure a strong customer experience. Channel Collaboration: Partner with channel teams to drive net-new business, establish co-selling partnerships, and generate opportunities through partner referrals. Industry Expertise: Become an expert in cybersecurity, master the Sophos platform, and articulate value against competitors in the Next-Generation Cybersecurity market. Cross-Functional Leadership: Collaborate with sales development, engineering, channel managers, and marketing to showcase value and manage the territory like a CEO. Accurate Forecasting: Maintain deep understanding of the business to drive accurate forecasting and visibility into territory performance. Pipeline Building: Generate and maintain a healthy pipeline of new logo opportunities with a target ACV; build a pipeline of 3-4x quota. What You Will Bring
3+ years in a sales role with a track record of achieving quotas. Understanding of the mid-market sales cycle, buyer personas, and decision-making processes. Opportunity discovery, qualification, value proposition, negotiation, and closing skills. Customer-centric approach with ability to build relationships via email, phone, and in person. Solid technical acumen to explain technology benefits; cybersecurity knowledge is a plus. Experience selling through channel partners and thriving in a team selling environment. Excellent organizational skills with ability to prioritize and manage multiple tasks. In the United States, base salary ranges from $79,000 to $131,500, with additional commissions and benefits. Pay within this range depends on factors including skills, location, experience, and education. What’s Great About Sophos
• Sophos operates a remote-first model; some roles may require hybrid work. Applicants must have legal authorization to work in the posting jurisdiction without employer sponsorship. • Employee pride, diversity, inclusion networks, volunteering, sustainability initiatives, wellness programs, and ongoing training. Our Commitment To You
We are committed to equality of opportunity and a diverse, inclusive environment. All applicants will be treated fairly and in accordance with the law. If adjustments are needed in the recruitment process, please let us know. Data Protection
If you share your CV, Sophos will hold your details for 12 months in accordance with our Privacy Policy and use them to contact you about opportunities. You can request deletion or updates as described in the Privacy Policy.
#J-18808-Ljbffr