Senior Sales Manager, Customer Development (Commercial)

About Mimecast The work people build is worth protecting, and it’s harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected.

Overview Customer Development is looking for a Senior Sales Manager to lead, coach and develop a team of Commercial Account Managers responsible for protecting and growing revenue across Mimecast’s existing customer base in EMEA. This is a high-velocity, data-led sales environment focused on upselling our expanding product portfolio, mitigating downsell and churn, and driving incremental growth.

Reporting to the Director, Customer Development EMEA, you’ll be a customer-centric sales leader who delivers against quota through others. You’ll establish a disciplined, evidence-based operating rhythm—rigorously inspecting pipeline, forecasting accurately, coaching live deals and holding the team to a consistent sales methodology—while developing talent and building strong customer and partner relationships.

This role is based from Mimecast’s London, UK headquarters, with a minimum of two days per week in the office and travel for customer and account reviews throughout the year.

What You’ll Do

• Own and deliver the team’s monthly, quarterly and annual upsell revenue targets across the assigned book of business, while actively managing downsell, churn and net revenue retention.
• Drive sales of new technology into the existing customer base, identifying cross-sell, whitespace, account-penetration and incremental growth opportunities.
• Build and execute territory and account plans in partnership with Channel and Partner Development teams.
• Deliver accurate rolling six-month forecasts for upsell, downsell and churn, maintaining clear commit and best-case discipline at representative and team level.
• Run structured bi-weekly pipeline inspections, identifying stalled opportunities, testing qualification and driving clear next steps.
• Maintain strong CRM discipline and analyse week-over-week pipeline movement—including stage changes, close-date pushes, forecast changes and ARR movement—to identify and address risk early.
• Embed an end-to-end sales methodology and qualification framework, using call intelligence and CRM data to coach live opportunities and address the root causes of deal slippage.
• Set clear performance goals and lead a consistent coaching cadence through weekly one-to-ones, team meetings and enablement sessions.
• Attract, retain, train and motivate a diverse, high-performing team, developing talent from within and inspiring performance through words and actions.
• Build strong relationships with key customers, partners and cross-functional stakeholders, while providing accurate KPI reporting and management information to leadership.

What You’ll Bring

• Demonstrable IT or SaaS sales and people-leadership experience, with the ability to lead direct, indirect and remote sales teams to revenue targets; experience in email, messaging, security or storage is helpful but not essential.
• A proven record of achieving revenue quota through others in a high-velocity, customer-focused commercial environment.
• Strong data literacy and forecasting rigor, with the ability to interrogate CRM and pipeline analytics—such as Salesforce and Snowflake dashboards—to inspect deals and drive decisions.
• Fluency in a recognised sales methodology and qualification framework, such as Force Management, MEDDPICC or similar, and the ability to embed it consistently across a team.
• Strong pipeline-management instincts, including the ability to identify risk early, maintain healthy coverage and lead accurate commit and best-case calls.
• An emotionally intelligent, coaching-led leadership style that sets clear expectations, holds people accountable and develops talent.
• Strong business and commercial acumen, including an understanding of corporate IT teams and buying processes.
• Excellent written and verbal communication skills, with the ability to collaborate effectively across functions and build credibility with customers …