Account Manager - Enterprise Expansion
New
B
BreachLockCybersecurity services
Workable workplace: remote; Workable locations: United StatesFull-TimeManager
Salary not disclosed
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Job Details
- Experience
- 10+ years of experience in account management, client success, or enterprise sales
- Required Skills
- CybersecurityAccount Management
Requirements
- 10+ years of experience in account management, client success, or enterprise sales.
- Experience at a cybersecurity company, ideally a penetration testing, PTaaS, or offensive security services provider.
- Demonstrated success expanding existing accounts, with quantifiable results such as NRR of 110%+ and GRR of 90%+.
- Track record of proactively identifying and pursuing new stakeholders and account opportunities.
- Experience in a high-growth or scaleup environment and comfort operating amid ambiguity and evolving processes.
- Ability to manage a large and varied portfolio of enterprise accounts concurrently.
- Track record of effective collaboration with delivery or professional services teams.
- Experience navigating complex enterprise buying committees and multi-threaded relationships.
- Ability to build credibility with senior security leaders, including CISOs, and day-to-day practitioners.
- Preferred: working knowledge of penetration testing, red teaming, attack surface management, or vulnerability management services.
- Preferred: an existing network of CISOs or senior security leaders at large enterprises.
- Preferred: familiarity with account-based expansion methodologies and stakeholder-mapping tools.
Responsibilities
- Own a portfolio of large, existing enterprise accounts and build multi-year account growth strategies.
- Own retention and expansion results, including GRR, NRR, and renewal rate.
- Identify and build relationships with new stakeholders across security, IT, procurement, compliance, and business units.
- Drive expansion revenue through upsell, cross-sell, and broader adoption of BreachLock services.
- Conduct account mapping and whitespace analysis to surface untapped budget and stakeholder influence.
- Partner with Delivery and Engagement teams to monitor project health, flag renewal risk, and identify expansion opportunities.
- Manage a high-volume, diverse account portfolio while maintaining strategic depth on top accounts.
- Own forecasting, pipeline accuracy, and renewal and expansion contract negotiations.
- Coordinate internally across sales engineering, delivery, and leadership for assigned accounts.
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