Account Manager, SLED (CENTRAL OR WESTERN USA)
Skills
- 7–15 years public sector (SLED) account management or sales experience
- Proven track record managing multi-million dollar SLED portfolios with quota attainment
- Deep knowledge of government procurement and contract vehicles (GSA, NASPO, state term contracts)
- Strong contract negotiation and procurement navigation skills
- Political savvy to manage leadership turnover and legislative impacts
- Analytical mindset for mapping multi-year account growth plans
- Consultative selling and executive-level communication
- Cross-functional collaboration with success, product, and services teams
Responsibilities
- Own quota composed of renewal (GRR) and expansion (NRR) revenue for assigned SLED accounts
- Execute land-and-expand strategies to identify and close white-space opportunities across agencies and departments
- Lead end-to-end upsell sales cycles from discovery through contract amendment and close
- Manage renewal lifecycle proactively (starting ~180 days out) to ensure on-time renewals and zero budget lapses
- Monitor account health to identify and mitigate churn or at-risk customers
- Navigate government procurement and contract vehicles to secure multi-year renewals
- Maintain and deepen executive relationships (CIOs, program directors, purchasing chiefs) to keep solutions prioritized
- Lead Executive Business Reviews translating technical performance into public value and ROI
- Serve as Voice of the Customer to Product and internal teams to influence roadmap for government needs
- Collaborate with Customer Success, Support, and Professional Services to ensure customer health and enable expansion
Education
- Bachelor's degree or equivalent experience preferred
- Relevant continuing education or certifications in sales, public sector procurement, or related fields a plus
Benefits
- Medical, dental, and vision insurance
- Health Savings Account (HSA) and Flexible Spending Accounts (FSA)
- Basic and voluntary life and AD&D insurance
- 401(k) with company match
- Parental leave and short/long-term disability insurance
- Unlimited paid time off (subject to policy) and 8 company holidays
- Accident and critical illness insurance, employee assistance program
- Pet insurance, travel assistance program, wellbeing and childcare discounts
- Referral bonus policy and benefit advocates
- Learning and development benefit
Average salary estimate
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