Senior Account Executive - NorthWest US territory

We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease.  

We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Account Executive and help us do what we do best: propelling business forward.  This will be a remote role but handling a NorthWest US territory, so candidates do need to live in that territory.

The Senior Account Executive - Territory is responsible for building and growing a broad Western territory through new-logo acquisition, installed-base expansion, competitive displacement, and partner-led pipeline creation. This is a field-based, consultative sales role that requires disciplined territory planning, regular customer and partner engagement, and the ability to navigate complex, multi-stakeholder buying processes.

Success in this role requires a proven territory-hunting mindset, experience selling infrastructure software or adjacent technology solutions, strong partner and channel execution, and the ability to create pipeline independently. Experience with SLED, healthcare, higher education, public utilities, or broad commercial territories is strongly valued. 

• Own and develop a broad geographic territory, including account segmentation, whitespace analysis, new-logo prospecting, installed-base expansion, partner mapping, and creation of self-generated pipeline.
• Lead end-to-end sales cycles from prospecting and discovery through technical validation, competitive displacement, negotiation, and close, including coordination of RFPs, RFIs, task orders, and contract renewals when applicable.
• Develop and execute strategic account plans aligned to funding cycles, and procurement timelines. 

• Build and maintain multi-threaded relationships across customer stakeholders, including:  
  • Program owners 
  • Technical and architecture leaders 
  • Procurement and contracting officers 
  • Executive leadership (CIO/CTO organizations) 
• Act as a trusted advisor by linking customer mission outcomes to platform capabilities and value realization. 

• Build and maintain a qualified pipeline aligned to quarterly and annual bookings targets. 
• Provide accurate forecasting and deal inspection within CRM, reflecting Customer timing and risk factors. 
• Ensure compliance with SLED procurement rules, internal approval frameworks, and pricing guidelines. 

• Build joint territory plans and create pipeline with systems integrators, MSPs, resellers, solution providers, and national and regional channel partners through co-selling, partner pipeline reviews, account mapping, and executive-to-executive engagement.
• Coordinate cross functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Sales Operations. 

• Proven success in a field-based, quota-carrying B2B technology sales role, with demonstrated experience independently managing a geographic territory, conducting in-person customer and partner meetings, and operating without foundational field-sales training. 
• Demonstrated success driving six and seven figure deals.
• Excellent executive communication, negotiation, and consultative selling skills. 
• Demonstrated record of meeting or exceeding a meaningful individual quota, winning net-new logos, and quantifying personally generated pipeline. Strong candidates will also have experience activating VARs and channel partners to source or influence opportunities and will be comfortable managing a broad account base with deal sizes ranging from transactional opportunities to complex six- and seven-figure sales.

• Experience selling network monitoring and observability, infrastructure and IT operations management, network performance monitoring, network detection and response, application delivery and load balancing, network security, or closely adjacent infrastructure software.
• Ability to influence from outside the organization and lead complex internal deal teams. 

• Achievement of quarterly and annual targets 
• Pipeline health and forecast accuracy 
• Growth across the territory through self-generated pipeline, new-logo acquisition, installed-base expansion, and competitive displacement.
• Strength and durability of executive level customer relationships

Base Salary Range: $140,000 - $162,000
This position is also eligible to participate in our commission plan (up to an additional $162,000 at goal).  Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package, with details below.