Enterprise Account Manager

This is a fully remote position, open to applicants in Maryland, +1 more state.

📋 Description

• Manage a designated portfolio of enterprise government contracting clients.

• Oversee gross retention, net revenue retention, and yearly expansion goals.

• Cultivate relationships with executive leadership, business development, capture, proposal, contracts, and program teams.

• Create comprehensive written strategic account plans that include whitespace mapping, expansion strategies, and executive sponsors.

• Enhance adoption across divisions, subsidiaries, and joint ventures.

• Propel multi-product growth across Awarded AI and HigherGov through upgrades, seat expansions, and cross-selling efforts.

• Guide complex commercial processes, including business case development, pricing strategies, contract negotiations, security assessments, and procurement approvals.

• Conduct executive business reviews that link platform adoption to customer success outcomes.

• Coordinate internal pursuit teams from solutions engineering, customer success, product, and executive leadership.

• Advocate for account needs to Product and provide prioritized input for the roadmap.

• Recognize consolidation and churn risks and formulate mitigation strategies.

• Ensure accurate forecasting, maintain pipeline hygiene, and manage account documentation within Salesforce.

⛳️ Requirements

• Minimum of 7 years in B2B SaaS account management, enterprise sales, or strategic account leadership.

• At least 4 years of experience managing enterprise accounts.

• Proven book of business at or exceeding $100,000 in annual contract value per account.

• Documented success in quota attainment and retention performance.

• Direct experience in government contracting is mandatory.

• Familiarity with the capture and proposal lifecycle, IDIQs, GWACs, teaming and subcontracting relationships, and proposal organizations.

• Experience in building executive-level relationships with vice presidents and C-suite buyers.

• Knowledge in enterprise procurement, master service agreements, legal redlines, vendor security assessments, CMMC, and FedRAMP.

• Experience in scaling deployments to multi-division or enterprise-wide agreements.

• Proficient in Salesforce, LinkedIn Sales Navigator, SalesLoft, conversation intelligence, and lead identification platforms.

• Familiarity with formal sales methodologies such as MEDDPICC is advantageous.

• Proven track record of meeting and surpassing retention and expansion targets.

• Capability to present credibly to executive audiences and construct business cases for finance and procurement evaluations.

• Willingness to travel up to 30 percent.

• Ability to work remotely, with a preference for candidates located in the DC, Virginia, or Maryland areas.

• Bachelor’s Degree is required.

• U.S. citizenship status will be inquired about in the application form.

🏝️ Benefits

• Commission-based performance incentive plan.

• Significant equity stock options.

• Comprehensive health insurance plan.

• Flexible work arrangements with the capability for full remote work.

• Extensive professional development opportunities for rapid career advancement.