Account Manager - Expansion and Renewal (US Based)
Executive Summary
Dispel is hiring an entry level Account Manager to manage and grow relationships within our existing customer base. This customer-facing role supports revenue expansion and renewal efforts across named accounts through structured account planning, value-based selling, and strong customer engagement.
The Account Manager will primarily serve critical infrastructure, industrial, and highly regulated enterprises. This role begins as an individual contributor with the opportunity to grow into managing larger, more strategic accounts over time.
To support ramp and early focus on customer value creation, the role includes guaranteed commission during the first quarter.
Role Mandate & Impact This position supports Dispel's long-term revenue durability by strengthening existing customer relationships and identifying growth opportunities. The Account Manager will:
Manage a portfolio of existing mid‑market and enterprise customers
Identify and support expansion opportunities within current accounts
Build relationships across security, IT, OT, and operations teams
Contribute to structured, repeatable renewal and account management processes
Success in this role contributes to customer retention, revenue predictability, and deeper product adoption.
Key Responsibilities Account Ownership & Growth
Own a named portfolio of customers with commercial responsibility
Support renewal strategy, execution, and customer alignment
Identify new use cases, environments, and stakeholders within existing accounts
Develop account plans aligned to customer priorities and Dispel's product roadmap
Maintain accurate forecasting and strong CRM hygiene (e.g., HubSpot)
Executive & Technical Engagement
Serve as a commercial point of contact for CISOs, CIOs, Heads of OT, Security Architects, and executive sponsors
Participate in business reviews and commercial discussions
Articulate Dispel's value across secure access, OT/ICS protection, and critical infrastructure security
Partner with Customer Success to drive adoption and measurable outcomes
Proactively identify risks and support mitigation efforts
Attend conferences and customer on-site meetings as needed
Technical & Solution-Oriented Selling
Collaborate with Sales Engineering and Product to scope opportunities
Translate security, compliance, and operational requirements into scalable solutions
Navigate multi-stakeholder enterprise buying processes
Provide customer feedback to inform product strategy and packaging
ICP & Buying Persona Alignment
Focus on organizations operating critical infrastructure and industrial environments
Engage stakeholders across security, IT, OT, engineering, and operations
Position Dispel as a long‑term strategic partner for secure remote access and operational environments
Channel & Partner Collaboration
Partner with VARs, MSSPs, and strategic partners when applicable
Align on joint account planning and partner-supported opportunities
Qualifications
1‑3+ years of B2B sales, account management, or revenue experience in cybersecurity, SaaS, or enterprise software
Experience supporting or managing multi‑stakeholder enterprise accounts
Exposure to revenue retention or account growth responsibilities
Understanding of enterprise security, OT/ICS environments, or regulated industry buying cycles
Strong communication, organization, and account planning skills
Preferred Experience
Experience selling cybersecurity solutions such as zero trust, secure remote access, OT/ICS security, or managed security services
Experience working with critical infrastructure, industrial, energy, manufacturing, or regulated verticals
Familiarity with partner‑influenced sales motions
Experience in a high‑growth or venture‑backed environment
Benefits
Competitive base salary and uncapped variable compensation aligned to renewal and expansion performance
50/50 split between base and commission
OTE between $180,000‑$230,000
Guaranteed commission for the first quarter to support ramp, pipeline development, and strategic account planning
401(k) match
PTO
Remote
Medical, vision, dental insurance
Clear performance milestones tied to expanded responsibility
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The Account Manager will primarily serve critical infrastructure, industrial, and highly regulated enterprises. This role begins as an individual contributor with the opportunity to grow into managing larger, more strategic accounts over time.
To support ramp and early focus on customer value creation, the role includes guaranteed commission during the first quarter.
Role Mandate & Impact This position supports Dispel's long-term revenue durability by strengthening existing customer relationships and identifying growth opportunities. The Account Manager will:
Manage a portfolio of existing mid‑market and enterprise customers
Identify and support expansion opportunities within current accounts
Build relationships across security, IT, OT, and operations teams
Contribute to structured, repeatable renewal and account management processes
Success in this role contributes to customer retention, revenue predictability, and deeper product adoption.
Key Responsibilities Account Ownership & Growth
Own a named portfolio of customers with commercial responsibility
Support renewal strategy, execution, and customer alignment
Identify new use cases, environments, and stakeholders within existing accounts
Develop account plans aligned to customer priorities and Dispel's product roadmap
Maintain accurate forecasting and strong CRM hygiene (e.g., HubSpot)
Executive & Technical Engagement
Serve as a commercial point of contact for CISOs, CIOs, Heads of OT, Security Architects, and executive sponsors
Participate in business reviews and commercial discussions
Articulate Dispel's value across secure access, OT/ICS protection, and critical infrastructure security
Partner with Customer Success to drive adoption and measurable outcomes
Proactively identify risks and support mitigation efforts
Attend conferences and customer on-site meetings as needed
Technical & Solution-Oriented Selling
Collaborate with Sales Engineering and Product to scope opportunities
Translate security, compliance, and operational requirements into scalable solutions
Navigate multi-stakeholder enterprise buying processes
Provide customer feedback to inform product strategy and packaging
ICP & Buying Persona Alignment
Focus on organizations operating critical infrastructure and industrial environments
Engage stakeholders across security, IT, OT, engineering, and operations
Position Dispel as a long‑term strategic partner for secure remote access and operational environments
Channel & Partner Collaboration
Partner with VARs, MSSPs, and strategic partners when applicable
Align on joint account planning and partner-supported opportunities
Qualifications
1‑3+ years of B2B sales, account management, or revenue experience in cybersecurity, SaaS, or enterprise software
Experience supporting or managing multi‑stakeholder enterprise accounts
Exposure to revenue retention or account growth responsibilities
Understanding of enterprise security, OT/ICS environments, or regulated industry buying cycles
Strong communication, organization, and account planning skills
Preferred Experience
Experience selling cybersecurity solutions such as zero trust, secure remote access, OT/ICS security, or managed security services
Experience working with critical infrastructure, industrial, energy, manufacturing, or regulated verticals
Familiarity with partner‑influenced sales motions
Experience in a high‑growth or venture‑backed environment
Benefits
Competitive base salary and uncapped variable compensation aligned to renewal and expansion performance
50/50 split between base and commission
OTE between $180,000‑$230,000
Guaranteed commission for the first quarter to support ramp, pipeline development, and strategic account planning
401(k) match
PTO
Remote
Medical, vision, dental insurance
Clear performance milestones tied to expanded responsibility
#J-18808-Ljbffr