Commercial Account Manager

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.

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 — without waiting to be told 

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 or adjacent B2B sales role

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