Senior Enterprise Account Executive - New Logo (m/f/d)

In this role you will accelerate net-new enterprise customer acquisition, focusing on new logo opportunities. You will work closely with Enterprise Account Executives, Sales Engineering, and Partners to create high-quality pipeline and open doors in complex environments. You will engage C-level decision-makers, run discovery to understand challenges and security priorities, and position Sophos’ value in competitive contexts. This is a remote-first, growth-focused role that offers the chance to shape Sophos’ enterprise footprint and strategy.

• remote-first working model
• wellbeing days and initiatives
• diversity and inclusion networks
• charity and volunteering initiatives
• environmental sustainability initiatives
• global fitness and trivia competitions

• Identify, qualify, and develop new enterprise opportunities (New Logo focus)
• Target named and white-space accounts through outbound activities and partner collaboration
• Act as front-end sales specialist from discovery to handover to Enterprise Account Executives
• Collaborate with Enterprise Account Executives for aligned account strategies and seamless customer experience
• Build relationships with C-level and senior decision-makers in prospects
• Conduct discovery to understand business challenges and security posture
• Position Sophos’ value proposition in complex enterprise environments
• Leverage partners and campaigns to accelerate pipeline
• Apply MEDDPICC consistently in qualification
• Document activities and opportunities in Salesforce and ensure clean handover
• Gather market and competitor insights to support go-to-market strategy

• Proven success in enterprise new business development or hunting roles
• Strong understanding of complex enterprise sales cycles
• Excellent communication, discovery, and executive engagement skills
• High self-motivation and resilience
• Ability to collaborate in a matrix organization
• Experience with Salesforce (CRM) and structured pipeline management
• Cybersecurity or enterprise software sales experience preferred
• Willingness to travel extensively for prospecting and customer engagement
• Fluent German and English skills, both written and spoken

• strong communication
• executive engagement
• self-motivation
• Salesforce (CRM)
• structured pipeline management
• MEDDPICC methodology