• Own full commercial responsibility for a portfolio of enterprise accounts • Deliver $2.55M in renewal bookings through proactive renewal management • Close $0.95M in expansion and upsell by uncovering new use cases and environments • Build and execute multi-year account expansion plans • Maintain accurate forecasts and strong CRM hygiene • Serve as the primary commercial contact for CISOs, CIOs, OT leaders, and executives • Lead renewals, executive business reviews, and expansion conversations • Identify renewal risk early and drive mitigation plans • Partner with Customer Success to ensure adoption and measurable outcomes • Attend customer on-sites and industry events as needed • Partner with Sales Engineering and Product on complex expansion opportunities • Translate security, compliance, and operational needs into scalable solutions • Navigate multi-stakeholder enterprise buying processes • Provide structured customer feedback to inform product and go-to-market strategy • Focus on Dispel’s core ICPs in critical infrastructure and regulated industries • Expand Dispel usage beyond OT into broader IT environments • Collaborate with VARs, MSSPs, and strategic partners when applicable

• 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

• Responsibility for strategically important key accounts • Development, planning and implementation of the nationwide sales strategy in Germany for the assigned key account • Establishing and expanding contacts with decision makers on the customer side • Ensuring and monitoring achievement of sales targets in cooperation with all relevant internal stakeholders such as Marketing, Regional Sales, SCM, Finance, Inside Sales, etc. • Preparation of forecasts • Responsibility for all sales-related measures, including implementation of marketing activities and the successful introduction of new products • Reporting line to the Head of Key Account Management

• Build and maintain strong, long-lasting relationships with Private Equity groups, CEOs, Board of Directors, and their portfolio companies. • Develop and implement strategic account plans that align with client business objectives and drive growth. • Provide expert guidance on digital marketing strategies, including SEO, SEM, social media, and other online marketing channels. • Monitor and analyze account performance metrics, preparing regular reports and presentations for clients. • Work closely with internal teams, including marketing, sales, and product development, to deliver comprehensive solutions to clients. • Deliver compelling presentations and communicate effectively with senior-level executives and stakeholders. • Travel as needed to meet with clients, partnership QBRs, team gatherings, and industry events.