Senior Account Manager

Job Description

Overview

Dispel is hiring a Senior Account Manager to own and expand revenue across a portfolio of strategic enterprise customers. This is a senior, customer-facing role responsible for protecting and growing ARR through disciplined renewals, complex expansion selling, and trusted executive relationships.

You’ll own $3M in renewals and $1.45M in expansion, serving critical infrastructure, industrial, and highly regulated enterprises. The role begins as a senior individual contributor with a clear path to larger, more strategic accounts and future leadership responsibility. To support a strong ramp, commission is guaranteed in the first quarter.

What You’ll Own

• Retention and expansion across a strategic enterprise book of business
• Net revenue retention, forecast accuracy, and expansion predictability
• Executive relationships across security, IT, OT, and operations
• Scalable renewal and expansion playbooks for the AM org

Requirements

Key Responsibilities

Revenue Ownership & Account Strategy

• Own full commercial responsibility for a portfolio of strategic enterprise accounts
• Deliver $3M in renewal bookings through proactive renewal and risk management
• Close $1.45M in expansion and upsell by unlocking new use cases and buying centers
• Develop and execute multi-year account strategies aligned to customer priorities and product roadmap
• Build and maintain a predictable expansion pipeline and accurate forecasts

Executive Leadership & Customer Engagement

• Serve as the senior commercial contact for CISOs, CIOs, OT leaders, and executive sponsors
• Lead executive business reviews, renewal negotiations, and complex expansion discussions
• Identify renewal risk early and drive mitigation plans
• Partner with Customer Success to ensure adoption, outcomes, and advocacy
• Travel to customer sites and industry events as needed

Technical & Complex Deal Execution

• Partner with Sales Engineering and Product to scope and close complex enterprise expansions
• Translate security, compliance, and operational risk into scalable solutions
• Navigate multi-stakeholder buying processes with technical and economic buyers
• Provide structured customer feedback to inform roadmap, packaging, and pricing

Mentorship, Process & Scale

• Act as a point of escalation and mentor for other Account Managers
• Help define and refine renewal and expansion SOPs
• Support hiring, onboarding, and enablement across the AM team

ICP, Channel & Partner Alignment

• Focus on Dispel’s core ICPs in critical infrastructure and regulated industries
• Expand Dispel adoption beyond OT into broader IT environments
• Collaborate with VARs, MSSPs, and strategic partners on enterprise accounts

Qualifications

• 6+ years of B2B sales or account management experience in cybersecurity, SaaS, or enterprise software
• Proven ownership of large renewal bases with consistent expansion performance
• Experience managing complex, multi-stakeholder enterprise accounts
• Quota-carrying experience tied to retention, expansion, and NRR
• Strong understanding of enterprise security and regulated buying cycles
• Executive-level communication, negotiation, and account strategy skills

Preferred

• Experience selling zero trust, secure remote access, or OT/ICS security solutions
• Experience selling into industrial, energy, manufacturing, or regulated verticals
• Channel-influenced enterprise sales experience
• Background in high-growth or venture-backed environments

Benefits

• OTE: $260K–$280K
• Commission, uncapped
• Guaranteed commission in Q1 (first year)
• Full medical, vision, dental insurance
• 401K match
• PTO
• Clear milestones tied to expanded responsibility and team leadership
• Equity eligibility aligned with growth into management