Senior Enterprise Pursuit Executive
- Sophos
- Remote USA
Job Description
Role Summary
The Enterprise Pursuit Executive is responsible for acquiring net-new enterprise customers (1001+ users) within an assigned territory. This is a true hunter role, focused exclusively on opening new relationships and closing new logo business through disciplined enterprise sales execution to grow Sophos’ market share.
The role operates in complex enterprise buying environments, often involving multiple stakeholders, formal procurement processes, and proof-of-value (POV) engagements. Sales cycles typically range from 3 to 12 months, and success requires balancing strategic engagement with consistent pipeline generation and closure.
This role is ideal for sales professionals who thrive in competitive environments, enjoy opening new relationships, and are passionate about helping organizations improve their cybersecurity posture.
What You Will Do
New Logo Acquisition
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Identify, prospect, and develop new enterprise customer opportunities within assigned territory
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Build new relationships with senior business leaders and technical stakeholders, including CIO, CISO, and security leadership
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Develop and execute territory and account strategies to drive consistent net-new customer acquisition
Enterprise Sales Execution
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Own the full sales cycle from initial outreach through contract close for new enterprise customers
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Lead structured buying processes, including RFP responses, POVs, pricing discussions, and procurement coordination
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Navigate multi-stakeholder decision-making and consensus building in large customer environments
Solution & Value Selling
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Position Sophos’ cybersecurity platform and services based on customer business priorities and security needs
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Translate technical and operational requirements into clear value propositions for economic and executive buyers
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Partner closely with Sales Engineering to support solution validation, demonstrations, and POVs
Partner & Internal Collaboration
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Collaborate closely with channel partners and system integrators to generate pipeline and accelerate new logo opportunities
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Coordinate internal resources across Sales Engineering, Marketing, Product, and Leadership
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Maintain clear ownership and accountability for opportunities, even in partner-involved sales motions
Pipeline & Forecast Management
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Build and maintain a healthy enterprise pipeline sufficient to support new logo revenue objectives
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Maintain accurate opportunity management and forecasting in Salesforce and internal sales systems
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Consistently deliver disciplined sales execution and predictable outcomes
What You Will Bring
Required:
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[6+ (for IC4) or 8+ (for IC5)] years of selling net-new solutions into enterprise customers
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Demonstrated success closing new logo business in complex, multi-stakeholder sales environments
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Experience navigating formal enterprise buying processes, including procurement, RFPs, and technical evaluations
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Strong prospecting, discovery, and negotiation skills
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Ability to engage credibly with senior business and technical decision-makers
Preferred:
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Experience selling cybersecurity, SaaS, or enterprise technology solutions
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Experience selling platform-based or solution-oriented offerings
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Experience working with channel partners and sales engineers in enterprise motions
Measures of Success:
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Net-new enterprise customer acquisition
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Strength, quality, and progression of enterprise pipeline
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Effectiveness navigating POVs, RFPs, and enterprise buying stages
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Forecast accuracy and sales execution discipline
