Account Manager (80% Hunting / 20% Farming)

Agate Software • Glendale, AZ

79d • $55,000 - $55,000

About The Position

At Agate Software, we are building a better world by revolutionizing how government agencies and nonprofits manage their grant processes. Our solutions empower our customers to maximize their resources, drive compliance, and focus on their core missions of distributing millions of dollars in funding for critical social services. Our success is built on three pillars: Innovation, Integrity, and Impact. For over 20 years, Agate Software has been at the forefront of transformative innovation in the grant management industry. Our journey is marked by groundbreaking achievements and a commitment to pushing boundaries. By simplifying complex workflows, enhancing transparency, and turbo-charging efficiency, we enable our customers to maximize the impact of their funding. Always challenging the status quo, we strive to set new industry standards and we are seeking the brightest minds to join us in this mission. If you're ready to apply your expertise in a dynamic, growth-oriented, mission-driven environment, read on to see how this position aligns with your skills and interests!

Requirements

• 3–5+ years quota-carrying software sales: (SaaS/GovTech preferred) with documented quota attainment.
• Public-sector procurement experience: RFI/RFP, renewals, amendments, and multi-year agreements.
• Proficiency with HubSpot (or similar CRM): opportunity qualification, and executive storytelling.
• Enterprise hunting DNA: track record of finding, developing, and closing complex deals; comfortable opening cold doors and growing warm ones.
• GovTech fluency: experience selling to state/local government or similar transferable experience: familiarity with RFI/RFP, long procurement cycles (12+ months), budget and grant timelines, and contract vehicles.
• Commercial rigor: MEDDICC-style qualification (or similar), clean pipeline discipline, and forecast accuracy standards.
• Executive presence: clear, confident communication with directors, CIOs, program owners, and procurement.
• Cross-functional savvy: collaborates with PMO, Product, and Marketing without stepping into delivery management.
• Tools & habits: mastery of CRM (HubSpot preferred), crisp notes, next-step discipline, and metrics-driven decision-making.
• Mindset: builder energy, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.

Responsibilities

• Own revenue for your book: renewals, expansions, cross-sells, and net-new within assigned territories/agencies.
• Hunt and expand: prospect, multi-thread, and develop executive relationships; map whitespace and fund sources across agencies and programs.
• Run a crisp sales cycle end-to-end: discovery, demo coordination, business case, SOW/pricing, negotiation, close; navigate public-sector procurement (RFI/RFP, contract amendments, renewals).
• Forecast with precision: maintain pipeline hygiene in HubSpot; hold yourself to tight forecast accuracy with clear next steps and close dates.
• Drive account strategy: build and execute Strategic Account Plans; lead QBRs with executive sponsors; convert insights into tangible opportunities.
• Partner without confusion: ensure clean commercial-to-delivery handoffs with PMO and Solutions; PMO owns delivery escalations so you can stay focused on commercial health and growth.
• Represent the brand: engage in industry events and association forums; turn relationships into pipeline wins.
• Close the loop: capture voice-of-customer, competitive intel, and win/loss insights to sharpen our messaging and offers.

Benefits

• $55,000 - $55,000 a year

What This Job Offers

• Career Level: Mid Level
• Number of Employees: 101-250 employees