Dispel

Compensation

Full Description

Overview Dispel is hiring a Senior Account Manager to own and expand revenue across a portfolio of strategic enterprise customers. This is a senior, customer-facing role responsible for protecting and growing ARR through disciplined renewals, complex expansion selling, and trusted executive relationships. You’ll own $3M in renewals and $1.45M in expansion, serving critical infrastructure, industrial, and highly regulated enterprises. The role begins as a senior individual contributor with a clear path to larger, more strategic accounts and future leadership responsibility. To support a strong ramp, commission is guaranteed in the first quarter. What You’ll Own Retention and expansion across a strategic enterprise book of business Net revenue retention, forecast accuracy, and expansion predictability Executive relationships across security, IT, OT, and operations Scalable renewal and expansion playbooks for the AM org Key Responsibilities Revenue Ownership & Account Strategy Own full commercial responsibility for a portfolio of strategic enterprise accounts Deliver $3M in renewal bookings through proactive renewal and risk management Close $1.45M in expansion and upsell by unlocking new use cases and buying centers Develop and execute multi-year account strategies aligned to customer priorities and product roadmap Build and maintain a predictable expansion pipeline and accurate forecasts Executive Leadership & Customer Engagement Serve as the senior commercial contact for CISOs, CIOs, OT leaders, and executive sponsors Lead executive business reviews, renewal negotiations, and complex expansion discussions Identify renewal risk early and drive mitigation plans Partner with Customer Success to ensure adoption, outcomes, and advocacy Travel to customer sites and industry events as needed Technical & Complex Deal Execution Partner with Sales Engineering and Product to scope and close complex enterprise expansions Translate security, compliance, and operational risk into scalable solutions Navigate multi-stakeholder buying processes with technical and economic buyers Provide structured customer feedback to inform roadmap, packaging, and pricing Mentorship, Process & Scale Act as a point of escalation and mentor for other Account Managers Help define and refine renewal and expansion SOPs Support hiring, onboarding, and enablement across the AM team ICP, Channel & Partner Alignment Focus on Dispel’s core ICPs in critical infrastructure and regulated industries Expand Dispel adoption beyond OT into broader IT environments Collaborate with VARs, MSSPs, and strategic partners on enterprise accounts Qualifications 6+ years of B2B sales or account management experience in cybersecurity, SaaS, or enterprise software Proven ownership of large renewal bases with consistent expansion performance Experience managing complex, multi-stakeholder enterprise accounts Quota-carrying experience tied to retention, expansion, and NRR Strong understanding of enterprise security and regulated buying cycles Executive-level communication, negotiation, and account strategy skills Preferred Experience selling zero trust, secure remote access, or OT/ICS security solutions Experience selling into industrial, energy, manufacturing, or regulated verticals Channel-influenced enterprise sales experience Background in high-growth or venture-backed environments OTE: $260K–$280K Commission, uncapped Guaranteed commission in Q1 (first year) Full medical, vision, dental insurance 401K match PTO Clear milestones tied to expanded responsibility and team leadership Equity eligibility aligned with growth into management