Role Summary As a Territory Account Executive for the Mid‑Market, you will own the full business strategy, customer relationships, and revenue outcomes within the Mid‑Market space. You will create and manage sales opportunities with Sophos prospects and existing customers to meet and exceed your individual contributor sales quota. You will work closely with presales security engineering resources, product teams, marketing, overlay sales representatives, the Renewals team, and our network of channel partner resellers to maximize Sophos' business in your territory. What You Will Do Own your territory like a business: develop and execute a strategic territory plan that drives new logo acquisition, customer expansion, and long‑term revenue growth. Generate Mid‑Market accounts sales pipeline, qualify opportunities, and accurately forecast pipeline with a balanced view of new logo and expansion. Achieve agreed quarterly sales goals through management of the sales process to closure while driving high renewal rates and identifying cross‑sell and upsell opportunities across your customer base. Drive new business and prospect for your given territory. Partner closely with the Renewals team to ensure a seamless customer experience at contract renewal, reduce churn risk, and identify expansion opportunities ahead of renewal cycles. Engage with prospects and customers to understand their business pain points, priorities, and drivers, aligning Sophos solutions to customers' desired outcomes. Work with the Channel Sales team and partner community to build pipeline through indirect engagements. Collaborate with sales engineering and channel partners throughout the sales cycle to achieve high levels of customer satisfaction and strong adoption of Sophos technology. Maintain accurate and up‑to‑date CRM hygiene to support forecasting, pipeline management, and territory reporting. 3+ years in a sales role working with end users or channel partners, with a track record of achieving and exceeding sales quotas. Demonstrate a strategic, ownership mindset, acting like a business owner, taking full accountability for territory performance. Exhibit a hunter mentality: energized by prospecting, opening new doors, and winning competitive deals in accounts where Sophos has no existing footprint. Understand the mid‑market business sales cycle, buyer personas, and decision‑making processes, and how to successfully navigate them. Display exceptional opportunity discovery and deal qualification skills, value‑proposition presentation, negotiation, and closing skills. Collaborate across internal teams including renewals, sales engineering, and inside sales to drive coordinated, customer‑first outcomes. Be customer‑centric with the ability to build trusted relationships via email, telephone, and in person. Have solid technical acumen with the ability to articulate the value of different technologies; strong cybersecurity knowledge is a significant advantage. Experience selling through and with channel partners, thriving in a team‑selling environment. Possess excellent organizational skills with the ability to prioritize and manage multiple opportunities simultaneously. In Canada, the base salary ranges from $100,500 to $167,500. Additional target sales commissions and a comprehensive benefits package are included. 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. 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. If any adjustments could be made to the recruitment and selection process to support you, please let us know. #J-18808-Ljbffr