Who We Are

Across the country, local governments are working hard to improve the lives of their citizens, as well as their own employees. We are 100% invested in providing governments with innovative solutions and industry-leading services that will help them deliver impactful change in their communities. Government agencies have been winning awards with us for almost 20 years now. We have the highest customer retention rates in our industry because no one works harder than we do to ensure our customers' success.

The Account Manager (AM) maintains and grows relationships with small and medium-sized customers while achieving an assigned sales and expansion growth goal. This is an individual contributor role reporting to the Director of Account Management. The Account Manager is a full sales cycle seller, expected to increase revenue and cross-sell/upsell new products and services into our existing customer base.

The AM will partner with other organizational resources, including Customer Success Managers, Subject Matter Experts, Solution Consultants, and others to help manage and grow the existing customer base. The AM will interact with customers through a combination of phone, email, LinkedIn, virtual meetings, and face to face meetings.

The AM is responsible for achieving an assigned sales quota for expansion revenue.

Responsibilities

Leverage relationships in an assigned set of existing customer accounts to prospect and close new business opportunities with existing and additional cross-departmental decision makers
Segment and Prioritize Customers Based Upon Potential Use Cases & Budgets
Develop messaging and utilize cadences to prospect into existing customer base to schedule business reviews and identify the potential for upsell expansion
Develop messaging and utilize cadences to prospect into new departments within the existing customer base to identify opportunities for cross-selling
Lead all aspects of the sales process, calling upon others to assist in solution development, support, and proposal delivery when needed
Conduct Business Review, Expansion Discovery, and Product Demonstrations
Partners with Customer Success to manage customer relationships and identify expansion opportunities
Manage your territory utilizing CRM and other internal systems
Accurately Forecast Quarterly and Monthly Sales Performance
Participate in organizational training sessions, team meetings, and other company events when required

Accountabilities and Performance Measures

Achieve assigned sales expansion quotas
Meets assigned metrics for business review, expansion discovery, and demos
Completed required training and development objectives within assigned timeframes
Accurately forecast sales performance and maintain pipeline hygiene

Organizational Alignment

Reports to Director of Account Management
Enlist the support of subject matter experts, solution consultants, implementation resources, customer success, and other sales and management resources as needed
Works closely with customer success manager to ensure customer satisfaction and problem resolution
The position has no direct reports

Qualifications

Four-year college degree from an accredited institution
Minimum of two years of full sales cycle experience as an Account Manager or Expansion Account Executive
Prior track record of achievement in positions with significant accountability
Strong history of self-sourcing pipelines and working in team environments
Bonus Points for Formal Sales Training

Compensation & Benefits

Pay Range: $90,000 - $110,000 annual base + commission
Leadership and career development opportunities
Competitive insurance (medical, dental, vision, and voluntary life & disability)
Mental health benefits
401(k) plan with company match
Paid holidays
Flexible PTO - no accruals
Generous parental leave
Monthly work from home stipend

The pay range above represents the anticipated low and high end of the pay range for this position and may change in the future. Actual pay may vary and may be above or below the range based on various factors, including but not limited to work experience and performance.

The pay range above represents the anticipated low and high end of the pay range for this position and may change in the future. Actual pay may vary and may be above or below the range based on various factors, including but not limited to work experience and performance.

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