Enterprise Account Manager

Job not on LinkedIn

🔥 12 minutes ago

🦀 Maryland, Virginia – Remote

🦀 Maryland – Remote ⚔️ Virginia – Remote

💵 $185k - $225k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

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Procurement Sciences AI

WebsiteLinkedInAll Job Openings

11 - 50 employees

💼 Consulting

📦 Logistics

🏥 Healthcare

Consulting • Logistics • Healthcare

Procurement Sciences AI is a company that leverages artificial intelligence to transform the way businesses respond to government contracting opportunities. Their AI-powered solutions aim to increase the efficiency and effectiveness of teams handling Requests for Proposals (RFPs), Requests for Information (RFIs), and other related tasks. By automating mundane tasks and optimizing the proposal process, they help organizations respond to more opportunities with higher success rates. Their platform offers tools for opportunity matching, document analysis, proposal generation, and more, empowering businesses to improve productivity and win more contracts.

📋 Description

• Own a named portfolio of enterprise government contracting accounts • Manage gross retention, net revenue retention, and annual expansion targets • Build relationships across executive leadership, business development, capture, proposal, contracts, and program teams • Develop written strategic account plans with whitespace mapping, expansion paths, and executive sponsors • Expand adoption across divisions, subsidiaries, and joint ventures • Drive multi-product growth across Awarded AI and HigherGov through upgrades, seat expansion, and cross-sell • Lead complex commercial cycles including business cases, pricing, contract negotiation, security review, and procurement approval • Deliver executive business reviews connecting platform adoption to customer outcomes • Orchestrate internal pursuit teams across solutions engineering, customer success, product, and executive leadership • Represent account needs to Product and provide prioritized roadmap input • Identify consolidation and churn risks and create mitigation plans • Maintain forecasting, pipeline hygiene, and account documentation in Salesforce

🎯 Requirements

• 7+ years of experience in B2B SaaS account management, enterprise sales, or strategic account leadership • At least 4 years managing enterprise accounts • Book of business at or above $100,000 in annual contract value per account • Documented quota attainment and retention performance • Direct government contracting experience required • Understanding of the capture and proposal lifecycle, IDIQs, GWACs, teaming and subcontracting relationships, and proposal organizations • Executive-level relationship-building experience with vice president and C-suite buyers • Experience with enterprise procurement, master service agreements, legal redlines, vendor security review, CMMC, and FedRAMP • Experience expanding a deployment into a multi-division or enterprise-wide agreement • Proficiency with Salesforce, LinkedIn Sales Navigator, SalesLoft, conversation intelligence, and lead identification platforms • Formal sales methodology such as MEDDPICC is a plus • Track record of meeting and exceeding retention and expansion targets • Ability to present credibly to executive audiences and build business cases for finance and procurement review • Ability to travel up to 30 percent • Ability to work remotely, with a preference for candidates based in the DC, Virginia, or Maryland area • Bachelors Degree Required • U.S. citizenship is asked about in the application form

🏖️ Benefits

• Commission-based performance incentive plan • Significant equity stock options • Comprehensive health plan • Flexible work arrangements with full remote work capability • Extensive professional development opportunities for rapid career growth