Director of Mid Market Customer Development at Mimecast Services Limited in Lexington, MA

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Director of Mid Market Customer Development


Title: Director of Mid Market Customer Development

Job ID: 2020-4721
Type: Permanent Full Time
# of Openings: 1
Category: Sales
Lexington, Massachusetts


This role is based within our Customer Development Sales team at Mimecast and we are looking for an exceptional person with strong sales and leadership skills for our Mid-Market segments. The Mid-Market Teams focus on the key core of our customer base in the North American Region, made up of our Small/Medium Business and Commercial Teams.

The ideal candidate will be a highly experienced, customer centric sales professional that exhibits a high level of leadership qualities both in terms of inspiring their teams but also delivering consistently high results.


  • Senior, second line leader in charge of all sales activities for Small/Medium and Commercial space Customers in North America.
  • Works with Senior Staff in the development of the strategic go-to-market plan for our small/mid-market customers.
  • Provides leadership for individual contributors as well as first line managers to the day-to-day operations of the sales department, while maintaining focus on the company's strategic goals by investing in their team members and cross functional counterparts.
  • Establishes performance goals for reporting Managers and Sales Representatives and monitors key performance indicators on a continual basis.
  • Develops and improves business relations with all customers & partners of the Company.
  • Responsible for driving both revenue and the highest level of customer engagement, while refining sales processes to build a highly functioning team.
  • Attract, retain, train, and motivate a diverse sales force.
  • Achieve monthly / quarterly / annual business targets.
  • Execute and drive end to end sales methodology and process (Force Management).

Key Performance Indicator’s:

  • Execute weekly cadence of One on Ones, Team Meetings, Enablement Sessions, Forecasting, etc.
  • Manage first line manager and team level forecasting strategy and accuracy.
  • Maintain and report on pipeline analysis, stats, trends, etc.
  • Whitespace analysis and account penetration game plans.
  • Execute an ongoing cadence of employee specific coaching to drive performance, results and a foundation built on the Mimecast Way.

Desirable skills:

  • Strong business / commercial acumen
  • Ability to build dynamic, segment specific go-to-market plans
  • Strong communication skills (Written and Verbal)
  • Emotionally intelligent leader with strong cross functional skills
  • Results-oriented, customer centric with a positive outlook
  • A natural forward planner who critically assesses own performance and that of their team members with a strong sense of professional ownership
  • Comfortable with a high performance and dynamic environment
  • Problem solver that thrives to improve everything they do
  • Natural leader that does so through not only their words but actions
  • Inspires through effective communication and collaboration
  • Ability to manage risks, priorities and expectations in a fast-paced environment
  • Superior problem-solving and analytical skills


  • Minimum of 5 years in sales leadership (both first and second line) position in IT (ideally within email / messaging / security / or storage)
  • Demonstrable track record of successfully leading direct and indirect sales teams with remote team members
  • Proven ability to build integrated sales and marketing plans
  • Proven capability of developing talent from within the business
  • Willingness and ability to travel (25%)


We offer a highly competitive rewards and benefits package including private healthcare, dental and life coverage. Mimecast is an entrepreneurial and high growth company which will provide the right candidate with a wealth of career development opportunities. All Mimecasters strive on being high performers, problem solvers, and team players with passion and integrity.

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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