Commercial Account Manager

• Own a defined commercial territory with accountability for:  

• New logo acquisition, expansion and cross sell, retention and renewal growth, in partnership with a renewal specialist 

• Build an execute territory plans that aggressively pursue whitespace, competitive displacement, and partner led-opportunities 

• Prioritizing accounts and activity to maximize deal velocity, win rates, and customer impact  

• Take ownership of gaps and develop plans to close them  

Channel-First Commercial Selling 

• Sell with and through partners as the primary route to market, applying recommended co-sell motions 

• Align early with partners on deal ownership, coverage and next steps 

• Communicate clearly with partners and internal teams to maintain momentum and avoid stalls 

• Build confidence navigating partner dynamics through experience and coaching 

Sales Execution & Persuasive Deal Leadership 

• Conduct discovery conversations that uncover customer needs, urgency, and value drivers, using provided frameworks 

• Apply structured qualification (e.g., MEDDPICC / BANT) to assess opportunity quality and next steps 

• Communicate value clearly to technical and business buyers and respond to objections with support and practice  

• Drive deals to close with defined next steps, mutual action plans, and escalating appropriately when needed 

Pipeline, Forecasting & Operational Discipline 

• Build and maintain a healthy, qualified pipeline aligned to quota expectations 

• Use Salesforce and Clari consistently to support forecasting and visibility 

• Maintain clean CRM with accurate stages, next steps and close plans to enable informed decisions and faster execution 

• Proactively flag stalled deals or risks and partner with leadership to address them 

Sales Experience & Capability 

• At least 2 years of experience in a quota-carrying role in cybersecurity sales 

• Portuguese native, English professional-level proficiency skills

• Experience owning opportunities end-to-end with guidance and feedback 

• Familiarity with structured sales methodology and willingness to apply it consistently 

• Exposure to high-velocity commercial sales environments preferred 

Competitive, Driven Sales Mindset 

• Hungry to win and motivated by progression and results 

• Brings urgency and persistence to deals 

• Resilient through rejection and learns through iteration 

• Demonstrates growth mindset through coachability and follow-through 

Channel & Cross-Functional Collaboration 

• Experience working with partners, resellers, or indirect sales motions 

• Clear understanding of how to co-sell and influence without authority 

• Strong collaboration skills with Sales Engineering, Renewals, and internal stakeholders 

Organization, Discipline & Efficiency 

• Highly organized with strong time management and prioritization instincts 

• Able to manage multiple active opportunities without sacrificing quality or follow-through 

• Disciplined CRM user who understands that strong hygiene drives forecast accuracy, trust, and personal efficiency 

• Data-aware and outcome-focused in decision-making 

Mindset & Values Alignment 

• Takes ownership of results and execution 

• Operates with autonomy in executing while engaging leadership for guidance and escalation as needed 

• Aligns strongly with Sophos values: Simplicity, Empowerment, Passion, Innovation, and Authenticity