Senior Inside Account Manager, Public Sector

Manage customer relationships and account performance, driving retention, renewals, expansion, and overall revenue growth.

Identify and pursue upselling, cross-selling, whitespace, and new business opportunities within existing accounts.

Develop strategic account plans aligned with customer objectives, organizational initiatives, and public sector budget cycles.

Lead end-to-end sales cycles, including discovery, solution positioning, negotiations, procurement, and deal closure.

Build and maintain relationships with multiple stakeholders, including IT leaders, department heads, procurement teams, and executive decision-makers.

Act as a trusted advisor by understanding customer challenges and connecting business, operational, and security needs with relevant solutions.

Proactively engage customers to uncover emerging requirements, improve product adoption, and identify opportunities for account growth.

Build and maintain a healthy, qualified sales pipeline to achieve quarterly and annual revenue targets.

Maintain accurate sales forecasts and CRM records, tracking opportunity progress, deal strategies, account health, and potential risks.

Manage renewal timelines and expansion opportunities while maintaining visibility into the overall performance of each account.

Navigate public sector procurement processes, including RFPs, RFQs, purchasing agreements, and contract vehicles.

Collaborate with Sales Engineering, Customer Success, Renewals, Product, and other internal teams to deliver a seamless customer experience.

Work with channel resellers and public sector procurement partners to meet purchasing requirements and accelerate deal execution.

Leverage internal subject matter experts to communicate advanced security, compliance, and workflow capabilities.

Share market intelligence, competitive insights, and customer feedback to support public sector go-to-market strategies.

Meet performance targets related to renewals, revenue, account expansion, customer retention, net revenue retention, pipeline development, and forecast accuracy.

Proven experience in B2B SaaS or technology sales, preferably supporting State, Local Government, and Education (SLED) customers.

A track record of managing and growing an existing book of business while generating and closing additional revenue opportunities.

Experience navigating complex, multi-stakeholder sales cycles and building relationships with both technical and executive decision-makers.

Strong knowledge of strategic account planning, pipeline development, sales forecasting, and consultative selling methodologies.

Excellent communication, negotiation, organizational, and relationship-management skills.

The ability to understand customer priorities and position technology solutions around business, operational, security, and compliance requirements.

Familiarity with public sector procurement processes, government budget cycles, RFPs, and cooperative purchasing contracts.

Understanding of public sector security and compliance requirements, including HIPAA and GovRAMP.

Experience working with channel partners, resellers, and public sector purchasing cooperatives.