Role and responsibilities

• Oversee, recruit, develop, manage, and motivate a team of Account Managers.
• Direct the team to build and expand relationships with existing customers.
• Develop a strategy for the retention and growth of the existing customer base
• Lead and facilitate sales initiatives.
• Provide coaching around sales process and pipeline development.
• Help the team manage and grow relationships to drive expansion and renewals across all solutions within assigned accounts
• Provide feedback to stakeholders regarding service failures or customer concerns.
• Help the team identify roadblocks and obstacles to increasing business
• Maintain expert knowledge of ZeroFOX’s systems and processes.
• Minimize churn and maximize renewed accounts
• Ensure the team takes ownership and drives customer satisfaction throughout the entire lifecycle of the customers’ renewal process
• Monitor activities, identify risks, and implement initiatives to ensure the attainment of revenue targets.
• Conduct weekly pipeline and quarterly business reviews to ensure correct coverage that will exceed target attainment.
• Develop appropriate training programs and implement best practices.
• Enforce the team’s use of SFDC to effectively manage account information, contacts, opportunities, pipelines, and forecasts
• Ensure the team presents tailored solutions to address account issues and challenges
• Report on sales strategies and pipeline regularly to the Executive Team.
• Provide input for sales and marketing materials when needed.
• Inform the ongoing SDLC to ensure customer requests are represented on the roadmap.
• Serve as a point of escalation for customer issues and contract negotiation 
• Individually manage key accounts on a consistent basis and provide overflow support as necessary.

Required qualifications and skills

• Demonstrated experience leading and expanding a sales function, preferably in Account Management, typically obtained in 5+ years.
• Proven track record of building, strengthening, and expanding customer relationships, typically obtained in 7+ years
• Ability to drive team execution while influencing internal SMEs toward positive outcomes without direct authority
• Ability to identify and sell new revenue streams within customer accounts
• Ability to gain a deep understanding of our competitive landscape and differentiators, particularly as they relate to customer accounts.
• Strong customer orientation.
• Superior problem-solving skills and ability to thrive when given opportunities to solve complex challenges.
• Excellent negotiation skills.
• Ability to juggle multiple initiatives in a rapidly changing environment.
• Fundamental understanding of security threats, solutions, security tools, or network technologies.
• Familiarity with a variety of security concepts, compliance regulations, practices, and procedures.
• Outstanding verbal and written communication skills.

Desired qualifications and skills

• Fluency in another language
• Professional sales training is preferred.
• You don’t watch the clock and would rather work until you’re satisfied with your team’s results.
• You’re used to producing superior work while meeting aggressive deadlines.
• You’re highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding production goals.
• You learn best through practical application and exercising good judgment.
• You’re comfortable with a quickly growing team and company.
• As a self-starter, when you find a problem, you alert the team, and fix it…you don’t wait for the next task.

Benefits

• Competitive compensation
• Community-driven culture with employee events
• Generous time off 
• Comprehensive health benefits & 401(k) plan
• Respectful and nourishing work environment, where every opinion is heard and everyone is encouraged to be an active part of the organizational culture

Interested?

• Ready to apply? Visit us at https://www.zerofox.com/careers to find out more and join the best team in the security industry.
• Not ready to apply? Email careers_at_zerofox_dot_com to speak with a member of the team!

Other Information

• This position will report to the Vice President, Global Account Management
• This position may entail up to 20 - 40 % travel
• This role requires occasional work on nights and weekends as needed.
• Work to be performed entirely outside of the state of Colorado