Senior Sales Manager, Customer Development (Commercial)

Overview

You lead and coach a high-performing Commercial Account Management team in EMEA to protect and grow revenue within Mimecast’s existing customers. In a fast, data-driven environment, you’ll drive upsell, reduce churn, and secure net revenue retention while partnering with channels and cross-functional teams. You’ll implement disciplined sales rhythms, coach live deals, and develop talent to deliver quota through others. This is a strategic, impact-focused leadership role in London with regular in-office presence.

Pay / Benefits

• OTE 140,000–210,000 plus benefits
• incentive plans available
• career development opportunities
• in-office and travel for reviews

Responsibilities

• Own and meet the team’s upsell revenue targets across the book of business, while managing downsell, churn and net revenue retention
• Identify cross-sell, whitespace, and incremental growth opportunities within existing customers
• Collaborate with Channel and Partner Development to build territory and account plans
• Deliver six-month forecasts for upsell, downsell and churn with clear commit discipline
• Conduct bi-weekly pipeline inspections to advance opportunities and define next steps
• Maintain CRM discipline and analyze pipeline movement to address risk early
• Embed a structured sales methodology and use data to coach live deals
• Set performance goals and lead coaching through one-to-ones, team meetings, and enablement
• Attract, retain, and develop a diverse, high-performing team
• Build strong relationships with customers, partners and stakeholders, and report KPI data to leadership

Key requirements

• Proven IT or SaaS sales and people leadership experience
• Track record of achieving revenue quota through others in a high-velocity, customer-focused environment
• Strong data literacy and forecasting, with ability to interrogate CRM and dashboards (e.g., Salesforce, Snowflake)
• Fluency with a recognised sales methodology and qualification framework (e.g., Force Management, MEDDPICC)
• Strong pipeline-management and risk identification abilities
• Emotionally intelligent, coaching-led leadership style
• Strong business acumen and understanding of corporate IT buying processes
• Excellent written and verbal communication skills and cross-functional collaboration
• Resilient, customer-centric, results-oriented in a fast-paced setting
• Degree-level education preferred but not required
• Eligible to work in the UK and able to work from London HQ at least two days per week

• emotional intelligence
• coaching-led leadership
• strong communication
• Salesforce
• Snowflake
• MEDDPICC

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