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

About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

Role Summary As a Senior Enterprise New Logo Hunter at SOPHOS, you play a critical role in accelerating net-new customer acquisition in the enterprise segment. Operating as an Overlay function, you focus exclusively on identifying, qualifying, and progressing new logo opportunities, working in close alignment with Enterprise Account Executives (EAEs), Sales Engineering, and Partners. Your mission is to create high-quality pipeline, open doors in complex enterprise environments, and drive SOPHOS’ expansion into new strategic accounts.

Own the identification, development, and qualification of new enterprise customer opportunities (New Logo focus). Proactively target named and white-space accounts through structured outbound activities, executive engagement, and partner collaboration. Act as a front-end sales specialist, driving early-stage opportunity creation until handover to the Enterprise Account Executive for full deal execution. Work hand-in-hand with Enterprise Account Executives, ensuring clear role separation, aligned account strategies, and seamless customer experience. Build and maintain strong relationships with C-level and senior decision-makers in prospective enterprise customers. Orchestrate discovery conversations to understand business challenges, security posture, and strategic priorities of new prospects. Position SOPHOS’ value proposition convincingly in competitive and complex enterprise environments. Leverage partners, marketing initiatives, events, and campaigns to accelerate new logo pipeline generation. Apply and reinforce the SOPHOS Sales Methodology (MEDDPICC) consistently in the qualification phase. Ensure accurate and timely documentation of all activities and opportunities in Salesforce (CRM). Provide structured handover of qualified opportunities to Enterprise Account Executives. Continuously gather market and competitor insights to support go-to-market strategy.

Fluent German and English skills, both written and spoken, are mandatory. 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 level of self-motivation and resilience. Ability to collaborate effectively in a matrix organization. Experience with Salesforce (CRM) and structured pipeline management. Cybersecurity or enterprise software sales experience preferred. Willingness to travel extensively for enterprise prospecting and customer engagement.

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