Public Sector Account Executive (East)

About Us

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary

The Public Sector Account Executive will manage an assigned territory, focusing on selling to Public Sector entities with fewer than 500 employees and fulfilling through the channel.  Customer entities include K-12, Higher Education, State and Local Government, and Tribal Nations.  You will actively generate and pursue leads and opportunities to achieve new business sales quotas. You will create, execute, and maintain the territory account plan from prospecting to building and maintaining a constant revenue pipeline.

What You Will Do

• Generate strategic accounts sales pipeline, qualify opportunities, and accurately forecast pipeline.
• Achieve agreed quarterly sales goals through management of the sales process to closure of the sale, driving a high rate of new logo and cross-sell opportunities in the territory.
• Engage with customers to understand their business pain points, priorities, and business drivers, aligning Sophos solutions to customer’s desired outcomes.
• Work with the Channel Sales team and partner community to create pipeline through indirect engagements.
• Collaborate with sales engineering, sales development, and channel teams, channel partners, throughout the sales cycle to achieve high new revenue production.
• Identify, develop, and execute a territory plan and account strategies to close new business opportunities and expand revenue with customers across the assigned region.
• Scope, negotiate, and bring to closure agreements to exceed booking and revenue quota targets.
• Target and gain access to decision-makers in key prospect accounts in the assigned territory.
• Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CSO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment.
• Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com, Clari, 6sense, ZoomInfo, LinkedIn Sales Navigator, GovSpend, etc.
• Conduct thorough account reviews to identify upsell opportunities, leveraging existing relationships for growth.
• Create and execute targeted campaigns to drive new business and expand existing accounts.
• Consistently apply MEDDPICC frameworks to qualify and manage opportunities, ensuring efficient deal progression.

What You Will Bring

• 3+ years in a sales role working with end users or channel partners, with a track record of achieving and exceeding sales quotas.
• Strong understanding of Cybersecurity, SOCaaS, XDR, MDR, NDR, Network, Cloud, and SaaS technologies and competitive offerings in the marketplace.
• Significant and proven experience developing relationships with senior executives.
• Understanding of Public Sector contracts, procurement, and regulatory concerns and negotiating Business Associate Agreements is a plus.
• Demonstrated experience with target account selling, solution selling, and/or consultative sales techniques.
• Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills.  Experience with Force Management’s ‘Command of the Message’ methodology is preferred, but not mandatory.
• Customer-centric orientation with the ability to build relationships via email, telephone, and in person.
• Solid technical acumen, able to explain the benefits of different technologies, with strong cybersecurity knowledge being an advantage.
• Experience selling through and with channel partners, and ability to thrive in a team-selling environment.
• Excellent organizational skills and ability to prioritize and manage multiple tasks at once.
• Ability to work remotely and willing to travel to industry events, demand-gen events, and face to face meetings with prospects and partners.
• Strong communication (written and verbal) and presentation skills, both internally and externally.
• Ability to explain complicated concepts to a variety of audiences and skill levels.
• Strong problem-solving skills, ability to analyze complex problems and collaborate across an extended team to resolve. 
• Self-motivated ability to work independently and as part of a team with cross-functional groups (e.g., Sales Engineers, Channel Team, Partners, Sales Development, Marketing etc.).

In the United States, the base salary for this role ranges from $60,00 to $100,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package.  A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs. 

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Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.

What's Great About Sophos?

·   Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.

·   Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit

·   Employee-led diversity and inclusion networks that build community and provide education and advocacy

·   Annual charity and fundraising initiatives and volunteer days for employees to support local communities

·   Global employee sustainability initiatives to reduce our environmental footprint

·   Global fitness and trivia competitions to keep our bodies and minds sharp

·   Global wellbeing days for employees to relax and recharge 

·   Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. 

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos