SVP, North America Sales

Overview

Mimecast is seeking an experienced and transformational Senior Vice President, North America Sales to serve as a key member and business leader within the executive team. Following multiple successful acquisitions over the last year, including Aware and Code42, this leader will play a crucial role in supporting Mimecast's ongoing success, leading a high-performing sales team to drive significant market share across the region. This is an exciting opportunity to join an innovative, multi-product business that has just experienced a record-breaking year, and a pivotal moment to help drive towards Mimecast’s next milestone of growth. This position is based in our Lexington, MA offices and the SVP, NA Sales will be expected to have a regular presence in the office.

What you’ll Do

• Create and scale a world-class GTM organization that sustains efficient and high long-term growth.
• Build massive sales capacity and coverage, and develop a data-driven, metrics-centric sales operations function.
• Modify, create and drive new and inventive sales & retention motions and plays to support the company on its growth path. Be a true builder that can recognize signals and turn them into execution at scale.
• Analyze operating results of the business and take necessary steps to correct shortfalls in performance. Ensure integration of teams, sales methodology, and go-to-market strategies.
• Enforce highly repeatable (and scalable) sales processes, automation and reporting methodology that can be implemented across regions and business units globally.
• Adapt to environmental changes by constantly reviewing and refining sales processes to identify and evaluate next generation best practices.
• Align resources and continuously assess organizational structure to ensure that the team is poised to work innovatively and grow the business. Serve as a catalyst for increased collaboration across the leadership team and business units.
• Improve sales performance by constructing sales goals, retention targets, field quotas and compensation plans that leverage data analytics to drive revenue growth and profitability and motivate teams to deliver and retain ideal customers.
• Leverage and develop strong customer relationships, consistently collecting and providing feedback on customer needs, market trends, and opportunities for continuous process, product, and solution improvement.
• Build credible, positive, and effective cross-functional working relationships with leaders at all levels of the organization, collaborating to continuously improve Mimecast’s ability to work at the highest potential and drive growth.
• Develop short and long term market strategy and forecasts through market analysis and interpretation of data, and communicate regional activities of execution and sales productivity with the senior management teams.
• Assess current sales methodologies and team structure to propose/implement necessary adjustments in order to optimize performance and build the infrastructure and incentives to facilitate further aggressive growth.
• Build and manage high-performance teams, develop and execute area business plans, allocate appropriate resources to high-value customers, develop internal and external relationships, and promote Mimecast’s core values.
• Streamline the end-to-end customer journey to amplify the customer's experience.

What you’ll Bring

To be effective in this role, the Senior Vice President, North America Sales will specifically have the following key pivotal experiences and expertise:

• Go-to-Market Complexity – Demonstrated success working across highly complex, global businesses. Has managed enterprise, strategic account focused sales organizations, selling across multiple verticals, channel and velocity sales and understands the hyper-growth environment.
• Scale – Track record of leading businesses with $500M+ in revenue and driving year over year growth.
• Modern SaaS – Possesses a deep understanding of Mimecast’s product suite and proven experience selling SaaS solutions, particularly within the cybersecurity space.
• Growth Transformation – Experience with a company with a track record of achieving revenue targets, a history of designing and implementing go-to market products, and a history of driving new business generation.

Qualifications

• Candidates are expected to have extensive progressive sales experience, with a substantial background in senior sales leadership roles (Director, VP or above).
• Direct experience in SaaS, cybersecurity, or technology is essential. Experience leading sales teams in high-growth, fast-paced and complex environments is highly valued.
• Demonstrated success in leading businesses or sales organizations with $500M+ in annual revenue and a proven track record of driving year-over-year growth is required.
• Experience actively engaging with key customers and joining field teams for critical meetings, providing executive support as needed.
• Experience serving as an executive sponsor to resolve escalated customer issues and champion customer needs across the organization.
• Ability to travel as necessary to support field sales and strengthen customer relationships.

Core competencies include:

• Strategic vision: ability to set and communicate with a clear vision for sales growth, align teams around common goals and adapt strategies in response to market and organizational changes.
• Change management: skilled in leading organizations through change, including post-acquisition integration, process refinement and adoption of next-generation best practices.
• Analytical and problem-solving skills: strong analytical skills to assess business performance, identify shortfalls and implement corrective actions.
• Adaptability and continuous learning: comfort with ambiguity and rapid change, with a commitment to staying ahead of industry trends and continuously refining sales processes.
• Emotional intelligence and communication: high emotional intelligence, active listening, empathy, and the ability to motivate and inspire teams.

The on-target earnings (OTE) range for this position is 480K - 720K (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing careers@mimecast.com.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.