Account Manager

Job Description

Overview

Dispel is hiring an Account Manager to own renewals and expansion across an existing portfolio of strategic mid-market and enterprise customers. This customer-facing role is responsible for protecting and growing ARR through disciplined renewal execution, technical expansion selling, and trusted executive relationships.

You’ll own $2.55M in renewals and $0.95M in expansion, primarily serving critical infrastructure, industrial, and highly regulated enterprises. The role starts as an individual contributor, with a path to larger, more strategic accounts based on Year 1 performance. To support a strong ramp, the role includes guaranteed commission in the first quarter.

What You’ll Own

• Retention and expansion across a named book of business
• Net revenue retention, forecast accuracy, and expansion pipeline
• Executive relationships across security, IT, OT, and operations
• Repeatable renewal and account expansion motions

Requirements

Key Responsibilities

Revenue Ownership & Expansion

• Own full commercial responsibility for a portfolio of enterprise accounts
• Deliver $2.55M in renewal bookings through proactive renewal management
• Close $0.95M in expansion and upsell by uncovering new use cases and environments
• Build and execute multi-year account expansion plans
• Maintain accurate forecasts and strong CRM hygiene

Executive & Customer Engagement

• Serve as the primary commercial contact for CISOs, CIOs, OT leaders, and executives
• Lead renewals, executive business reviews, and expansion conversations
• Identify renewal risk early and drive mitigation plans
• Partner with Customer Success to ensure adoption and measurable outcomes
• Attend customer on-sites and industry events as needed

Technical & Solution-Oriented Selling

• Partner with Sales Engineering and Product on complex expansion opportunities
• Translate security, compliance, and operational needs into scalable solutions
• Navigate multi-stakeholder enterprise buying processes
• Provide structured customer feedback to inform product and go-to-market strategy

ICP & Partner Alignment

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

Qualifications

• 3+ years of B2B sales or account management experience in cybersecurity, SaaS, or enterprise software
• Proven ownership of renewals and expansion within existing accounts
• Experience managing complex, multi-stakeholder enterprise deals
• Strong communication, negotiation, and account planning skills
• Understanding of enterprise security and regulated industry buying cycles

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 companies

Benefits

Compensation & Ramp

• Commission, uncapped
• OTE: $210K–$230K
• Full medical, vision, dental insurance
• 401K match
• PTO
• Guaranteed commission in Q1 (first year)
• Clear performance milestones tied to expanded responsibility