The Account Manager manages renewals and expansions for mid-market and enterprise customers, ensuring renewal profitability and account growth through strategic relationships and proactive management.
Overview
RequirementsKey Responsibilities
BenefitsCompensation & Ramp
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
RequirementsKey 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
- 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
BenefitsCompensation & 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
Top Skills
Cybersecurity
Enterprise Software
SaaS
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