Senior Account Manager - Expansion and Renewal

Senior Account Manager – Expansion and Renewal

Executive Summary

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 & Impact

This position is central to Dispel’s long-term revenue durability and expansion strategy. The Senior Account Manager will:

• Protect and grow existing customer relationships through proactive account management
• Deepen Dispel’s footprint across priority use cases and environments
• Strengthen executive relationships across security, IT, OT, and operations teams
• Define and optimize repeatable renewal and expansion processes that scale with the business

Success in this role directly influences retention, forecast confidence, and long-term account growth.

Key Responsibilities

Account Ownership & Expansion

• Own a named portfolio of strategic mid-market and enterprise customers with full commercial responsibility
• Develop and execute multi-year account plans aligned to customer priorities and Dispel’s product roadmap
• Identify and pursue new use cases, environments, and buying centers within existing accounts
• Maintain a healthy and predictable pipeline within assigned accounts
• Forecast accurately and maintain best-in-class CRM hygiene (e.g., HubSpot)
• Contribute to hiring, onboarding, and development across sales teams

Executive & Technical Customer Engagement

• Serve as the senior commercial point of contact for CISOs, CIOs, Heads of OT, Security Architects, and executive sponsors
• Lead executive business reviews, renewal conversations, and expansion discussions
• Articulate Dispel’s differentiated value across secure access, OT/ICS protection, and critical infrastructure security
• Lead and mentor other account managers, serving as a point of escalation when needed
• Partner with Customer Success to ensure adoption, measurable outcomes, and long-term advocacy
• Proactively identify risks and drive mitigation strategies
• Attend conferences and on-site customer meetings as needed

Technical & Solution-Oriented Selling

• Collaborate with Sales Engineering and Product to scope and close complex opportunities
• Translate security, compliance, and operational risk requirements into scalable solutions
• Navigate multi-stakeholder enterprise buying processes with technical and economic buyers
• Provide structured customer feedback to inform product strategy, packaging, and pricing

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 security
• Expand adoption beyond OT-only use cases into broader IT environments

Channel & Partner Collaboration

• Partner with VARs, MSSPs, and strategic partners when applicable
• Establish renewal and expansion SOPs in collaboration with internal teams and partner organizations
• Align on joint account planning and partner-influenced opportunities
• Coordinate closely with channel leadership to maximize partner impact

Qualifications

• 6+ years of B2B sales, account management, or revenue experience in cybersecurity, SaaS, or enterprise software
• Proven success managing complex, multi-stakeholder enterprise accounts
• Experience carrying a revenue-focused quota tied to retention and expansion
• Strong understanding of enterprise security, OT/ICS environments, and regulated industry buying cycles
• Excellent communication, negotiation, and account strategy skills

Preferred Experience

• Experience selling cybersecurity solutions such as zero trust, secure remote access, OT/ICS security, or managed security services
• Experience selling into critical infrastructure, industrial, energy, manufacturing, or regulated verticals
• Familiarity with channel-influenced enterprise sales motions
• Background in high-growth or venture-backed environments

Compensation & Ramp Support

• Competitive base salary and uncapped variable compensation aligned to renewal and expansion performance
• 50 / 50 split between base and commission
• OTE between $240,000 - $270,000
• Guaranteed commission for the first quarter to support ramp, pipeline development, and strategic account planning
• 401K match
• PTO
• Medical, vision, dental insurance
• Clear performance milestones tied to expanded responsibility including team management
• Equity eligible alongside growth into management capacity

Why Dispel

This 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.