Dispel is hiring a Senior Account Manager - Expansion and Renewal to own and grow revenue across our existing strategic customer base. This customer-facing individual contributor role manages a named portfolio of mid-market and enterprise accounts in critical infrastructure, industrial, and highly regulated sectors, focusing on retention and expansion.
What You'll Do
- Own a named portfolio of strategic mid-market and enterprise customers with full commercial responsibility.
- Develop and execute multi-year account plans aligned to customer priorities and Dispel’s product roadmap.
- Identify and pursue new use cases, environments, and buying centers within existing accounts.
- Maintain a healthy and predictable pipeline within assigned accounts.
- Forecast accurately and maintain best-in-class CRM hygiene.
- Serve as the senior commercial point of contact for CISOs, CIOs, Heads of OT, Security Architects, and executive sponsors.
- Lead executive business reviews, renewal conversations, and expansion discussions.
- Articulate Dispel’s differentiated value across secure access, OT/ICS protection, and critical infrastructure security.
- Lead and mentor other account managers, serving as a point of escalation.
- Partner with Customer Success to ensure adoption, measurable outcomes, and long-term advocacy.
- Proactively identify risks and drive mitigation strategies.
- Collaborate with Sales Engineering and Product to scope and close complex opportunities.
- Translate security, compliance, and operational risk requirements into scalable solutions.
- Navigate multi-stakeholder enterprise buying processes with technical and economic buyers.
- Provide structured customer feedback to inform product strategy, packaging, and pricing.
- Partner with VARs, MSSPs, and strategic partners when applicable.
- Establish renewal and expansion SOPs in collaboration with internal teams and partner organizations.
- Align on joint account planning and partner-influenced opportunities.
- Coordinate closely with channel leadership to maximize partner impact.
What We're Looking For
- 6+ years of B2B sales, account management, or revenue experience in cybersecurity, SaaS, or enterprise software.
- Proven success managing complex, multi-stakeholder enterprise accounts.
- Experience carrying a revenue-focused quota tied to retention and expansion.
- Strong understanding of enterprise security, OT/ICS environments, and regulated industry buying cycles.
- Excellent communication, negotiation, and account strategy skills.
Nice to Have
- Experience selling cybersecurity solutions such as zero trust, secure remote access, OT/ICS security, or managed security services.
- Experience selling into critical infrastructure, industrial, energy, manufacturing, or regulated verticals.
- Familiarity with channel-influenced enterprise sales motions.
- Background in high-growth or venture-backed environments.
Technical Stack
- HubSpot
Team & Environment
This is an individual contributor position with meaningful ownership of strategic accounts and the opportunity to influence broader account management best practices.
Benefits & Compensation
- Competitive base salary + equity
- Equity eligible alongside growth into management capacity
- 401K match
- PTO
- Medical, vision, dental insurance
- Clear performance milestones tied to expanded responsibility including team management
Work Mode
This role operates on a global basis.
Dispel is an equal opportunity employer built around ownership, accountability, and customer trust.
