Senior Account Manager - Expansion and Renewal

Senior Account Manager - Expansion and Renewal (US Based)Dispel is hiring a Senior Account Manager - Expansion and Renewal to manage and grow revenue across our existing customer base. This is a customer-facing role responsible for driving retention and expansion through disciplined account strategy, technical solution selling, and executive engagement.The Senior Account Manager will primarily serve critical infrastructure, industrial, and highly regulated enterprises. This role is designed as an individual contributor position with meaningful ownership of strategic accounts and the opportunity to influence broader account management best practices.To support ramp and early focus on customer value creation, this role includes guaranteed commission during the first quarter.Role Mandate & ImpactProtect and grow existing customer relationships through proactive account managementDeepen Dispel's footprint across priority use cases and environmentsStrengthen executive relationships across security, IT, OT, and operations teamsDefine and optimize repeatable renewal and expansion processes that scale with the businessSuccess in this role directly influences retention, forecast confidence, and long-term account growth.RequirementsKey ResponsibilitiesAccount Ownership & ExpansionOwn a named portfolio of strategic mid-market and enterprise customers with full commercial responsibilityDevelop and execute multi-year account plans aligned to customer priorities and Dispel's product roadmapIdentify and pursue new use cases, environments, and buying centers within existing accountsMaintain a healthy and predictable pipeline within assigned accountsForecast accurately and maintain best-in-class CRM hygiene (e.g., HubSpot)Contribute to hiring, onboarding, and development across sales teamsExecutive & Technical Customer EngagementServe as the senior commercial point of contact for CISOs, CIOs, Heads of OT, Security Architects, and executive sponsorsLead executive business reviews, renewal conversations, and expansion discussionsArticulate Dispel's differentiated value across secure access, OT/ICS protection, and critical infrastructure securityLead and mentor other account managers, serving as a point of escalation when neededPartner with Customer Success to ensure adoption, measurable outcomes, and long-term advocacyProactively identify risks and drive mitigation strategiesAttend conferences and on-site customer meetings as neededTechnical & Solution-Oriented SellingCollaborate with Sales Engineering and Product to scope and close complex opportunitiesTranslate security, compliance, and operational risk requirements into scalable solutionsNavigate multi-stakeholder enterprise buying processes with technical and economic buyersProvide structured customer feedback to inform product strategy, packaging, and pricingICP & Buying Persona AlignmentFocus on organizations operating critical infrastructure and industrial environmentsEngage stakeholders across security, IT, OT, engineering, and operationsPosition Dispel as a long-term strategic partner for secure remote access and operational securityExpand adoption beyond OT-only use cases into broader IT environmentsChannel & Partner CollaborationPartner with VARs, MSSPs, and strategic partners when applicableEstablish renewal and expansion SOPs in collaboration with internal teams and partner organizationsAlign on joint account planning and partner-influenced opportunitiesCoordinate closely with channel leadership to maximize partner impactQualifications6+ years of B2B sales, account management, or revenue experience in cybersecurity, SaaS, or enterprise softwareProven success managing complex, multi-stakeholder enterprise accountsExperience carrying a revenue-focused quota tied to retention and expansionStrong understanding of enterprise security, OT/ICS environments, and regulated industry buying cyclesExcellent communication, negotiation, and account strategy skillsPreferred ExperienceExperience selling cybersecurity solutions such as zero trust, secure remote access, OT/ICS security, or managed security servicesExperience selling into critical infrastructure, industrial, energy, manufacturing, or regulated verticalsFamiliarity with channel-influenced enterprise sales motionsBackground in high-growth or venture-backed environmentsBenefitsCompensation & Ramp SupportCompetitive base salary and uncapped variable compensation aligned to renewal and expansion performance50 / 50 split between base and commissionOTE between $240,000 - $270,000Guaranteed commission for the first quarter to support ramp, pipeline development, and strategic account planning401K matchPTOMedical, vision, dental insuranceClear performance milestones tied to expanded responsibility including team managementEquity eligible alongside growth into management capacityWhy DispelThis role offers the opportunity to directly shape Dispel's revenue durability, customer relationships, and future account expansion organization. It is a highly visible leadership position with direct impact on board-level metrics and long-term company value.Dispel is a fully remote company built around ownership, accountability, and customer trust.#J-18808-Ljbffr