Senior Account Manager – Pacific West

This is a fully remote position, open to applicants in Arizona, +4 more states.

📋 Description

• Manage a designated portfolio of public-sector accounts in the Pacific West and meet an annual bookings goal.

• Oversee pipeline management, forecasts, customer interactions, proposals, negotiations, closures, and continuous account growth.

• Retain and grow existing customers through renewals, upgrades, network expansions, software adoption, recurring revenue, cross-selling, and further penetration into departments, applications, and sites.

• Identify and cultivate new state and local government clients across California, Oregon, Washington, Nevada, and Arizona.

• Recognize and pursue opportunities in water resources, flood monitoring, emergency management, environmental monitoring, public works, transportation, public safety, weather monitoring, and outdoor alert systems.

• Create account strategies for key growth accounts and structured prospecting plans for untapped markets.

• Develop a pipeline in California and enhance AEM penetration in Oregon, Washington, Nevada, and Arizona.

• Facilitate migrations, upgrades, renewals, and the adoption of AEM software and recurring revenue offerings, including E360.

• Collaborate with the Pacific West Account Executive on regional strategies and significant pursuits.

• Work together with Strategic Market Development, Marketing, Product, Sales Engineering, Services, and Segment Leadership.

• Keep accurate records in Salesforce, including opportunity stages, close dates, next steps, forecasts, account plans, and customer activities.

• Adhere to established forecast, pipeline, and territory management rhythms.

• Travel across the Pacific West region for customer meetings, field engagement, conferences, and strategic account development.

⛳️ Requirements

• Over 7 years of experience in B2B or public-sector sales, account management, or business development.

• Preferred experience in environmental monitoring, water, weather, infrastructure, public safety, or related technologies.

• Proven track record of managing a sales territory or account portfolio and achieving bookings or revenue targets.

• Demonstrated ability to balance the retention and expansion of existing accounts with disciplined net-new business development.

• Experience in managing consultative sales cycles that involve multiple stakeholders, technical solutions, proposals, and public procurement processes.

• Capability to identify untapped markets, develop account strategies, create a qualified pipeline, and convert opportunities into revenue.

• Excellent collaboration skills and comfort working within a paired AE/AM model with clearly defined account ownership.

• Strong CRM and forecasting discipline; experience with Salesforce is preferred.

• Bachelor’s degree or equivalent relevant commercial experience.

• Willingness to travel regularly throughout the Pacific West region.

• Up to 60% travel may be required based on business needs.

• Must be eligible to work in the U.S. without company sponsorship for employment-based work authorization, both now and in the future.

• F-1 visa holders with OPT requiring H-1B status, TNs, or current H-1B visa holders will not be considered.

• H-1B and green card sponsorship is not available.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• Life insurance

• Short-term disability insurance

• Long-term disability insurance

• 401(k) match of up to 3%

• Commission