Account Manager, SLED (Southeast)
About The Position
The Senior Strategic Account Manager is a senior-level, quota-carrying role responsible for the health, retention, and expansion of assigned State, Local, and Education (SLED) accounts. The role owns a book of business, ensuring renewals while identifying and closing growth opportunities within existing agency frameworks. The candidate must be located in North Carolina, South Carolina, or Georgia. The position carries a formal quota covering renewal revenue and expansion. The Account Manager manages renewal planning, identifies account risks, navigates government procurement, maintains executive relationships, leads business reviews, and represents the customer’s needs to the Product team. Success is measured by gross retention, net revenue retention, and the velocity of expansion opportunities through government procurement.
Requirements
- At least 7 years of experience in public-sector account management or sales.
- Proven track record managing multi-million-dollar SLED portfolios.
- Consistent history of meeting retention targets and expansion or new-business quotas.
- Expert-level knowledge of government contract vehicles, including NASPO, GSA, and state-specific term contracts, for expansion sales.
- Ability to navigate changes in government leadership and maintain account stability.
- Ability to map large state agencies and develop multi-year growth plans across sub-departments.
- Experience collaborating with Customer Success, Support, and Professional Services.
- Comfort working in a high-growth environment as a self-starter.
- Experience identifying business issues, understanding their impact, and designing solutions aligned with product offerings and company objectives.
- Must be located in North Carolina, South Carolina, or Georgia.
Responsibilities
- Carry and exceed a formal quota composed of renewal revenue (GRR) and expansion (NRR) within assigned SLED accounts.
- Identify whitespace in existing accounts and sell additional modules, services, or seat licenses across departments and agencies.
- Lead expansion sales cycles from discovery through contract amendment and close.
- Manage renewals proactively, beginning 180 days before renewal, to avoid dark periods or budget lapses.
- Identify at-risk accounts by monitoring usage health and political climate changes, including leadership turnover and legislative shifts.
- Navigate government procurement hurdles to secure multi-year renewals and contract vehicles.
- Maintain and deepen relationships with SLED executives, including CIOs, Program Directors, and Purchasing Chiefs.
- Lead executive business reviews that translate technical performance data into public value and taxpayer ROI.
- Serve as a strategic liaison between SLED clients and the Product team, influencing the roadmap based on government-specific compliance and needs.
- Work with Customer Success, Support, and Professional Services to maintain customer health and support account growth.
Benefits
- Comprehensive medical, dental, and vision insurance
- Health savings account
- Flexible spending accounts, including medical, limited-purpose, dependent-care, and commuter benefit accounts
- Basic and voluntary life and AD&D insurance
- 401(k) with company match
- Parental leave
- Unlimited paid time off subject to the PTO policy
- Eight company-wide holidays
- Short- and long-term disability insurance
- Accident and critical illness insurance
- Referral bonus policy
- Employee assistance program
- Pet insurance
- Travel assistance program
- Wellbeing and childcare discounts
- Benefit advocates
- Learning and development benefit
- Company bonus and sales-role incentive, as applicable
- Equity
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
