• Own full commercial responsibility for a portfolio of strategic enterprise accounts • Deliver $3M in renewal bookings through proactive renewal and risk management • Close $1.45M in expansion and upsell by unlocking new use cases and buying centers • Develop and execute multi-year account strategies aligned to customer priorities and product roadmap • Build and maintain a predictable expansion pipeline and accurate forecasts • Serve as the senior commercial contact for CISOs, CIOs, OT leaders, and executive sponsors • Lead executive business reviews, renewal negotiations, and complex expansion discussions • Identify renewal risk early and drive mitigation plans • Partner with Customer Success to ensure adoption, outcomes, and advocacy • Travel to customer sites and industry events as needed • Partner with Sales Engineering and Product to scope and close complex enterprise expansions • Translate security, compliance, and operational risk into scalable solutions • Navigate multi-stakeholder buying processes with technical and economic buyers • Provide structured customer feedback to inform roadmap, packaging, and pricing • Act as a point of escalation and mentor for other Account Managers • Help define and refine renewal and expansion SOPs • Support hiring, onboarding, and enablement across the AM team • Focus on Dispel’s core ICPs in critical infrastructure and regulated industries • Expand Dispel adoption beyond OT into broader IT environments • Collaborate with VARs, MSSPs, and strategic partners on enterprise accounts