Senior Enterprise Account Executive - New Logo (m/f/d)
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.
What You Will Do:
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.
What You Will Bring:
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.