Commercial Account Manager

About UsSophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary 

The Commercial Account Manager is a quota-carrying, full-cycle sales professional responsible for driving new customer acquisition, expansion, and retention across a defined book of commercial accounts under 100 seats, spanning all industries, including Public Sector. 

This role owns execution across territory planning, pipeline creation, and deal execution while selling with and through channel partners and collaborating closely with an aligned Renewal Specialist. This Commercial Account Manager is accountable for revenue outcomes, forecast accuracy, and disciplined execution in a fast-paced, high-volume commercial environment. 

This role is designed for emerging Commercial Account Managers who are competitive, coachable, and motivated by winning. Success requires resilience, strong ownership, and the ability to build confidence and judgement through execution feedback and repetition. 

What You Will Do

Revenue Ownership & Territory Strategy 

• 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 

What You Will Bring

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 

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Ready to Join Us?At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos?·   Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.·   Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit·   Employee-led diversity and inclusion networks that build community and provide education and advocacy·   Annual charity and fundraising initiatives and volunteer days for employees to support local communities·   Global employee sustainability initiatives to reduce our environmental footprint·   Global fitness and trivia competitions to keep our bodies and minds sharp·   Global wellbeing days for employees to relax and recharge ·   Monthly wellbeing webinars and training to support employee health and wellbeing
Our Commitment To YouWe’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. 
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