Account Manager - Expansion and Renewal

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