Enterprise Account Development Representative

NEOGOV•Draper, UT

34d•Onsite

About The Position

This is an onsite role Mon-Fri at the Draper, Utah office. NEOGOV is a fast-growing SaaS leader in the Public Sector with a mission toserve the people who serve the people.Our clients use our software to manage their employee lifecycle from hire to retire by streamlining processes in our centralized platform. We are passionate about technology, focused on customer success, and have an entrepreneurial environment where innovation is encouraged and rewarded. NEOGOV is one of the top 50 fastest growing private software companies in the U.S. - Sound like a company you'd like to join? We are looking for top talent to make significant contributions to our products, technology, and customers. The Enterprise Account Development team is responsible for supporting a large portfolio of accounts, ensuring account retention and expansion, and driving sales opportunities. The EADR will support Enterprise Account Managers (ESR AM) who own more than 300 accounts and contribute to a territory quota exceeding $3 million. This role requires proven experience and sales certification, with a focus on quoting, conducting demos, and managing the basic sales process. As an EADR your primary responsibilities are still partnership reviews, scheduling qualified demos, and creating additional pipeline for the Account Manager. Any sales activity related to the EADR role is additive in nature and should be considered a secondary responsibility that does not interfere with your own quota achievement.

Requirements

Able to set expectations and communicate goals and objectives with customers and teammates.
Able to successfully communicate and coordinate with departments across the organization, including Sales, Support, QA, Product Management, Finance, etc.
Strong organizational and follow-through skills.
High level of personal accountability.
Experience presenting both to groups and one-on-one.
B.A/B.S or equivalent work experience.
Minimum 3 years working directly with customer accounts.
Minimum 1+ year of experience with one or more SaaS products.
Proven sales certification.
Excellent written and verbal communication skills.

Responsibilities

Support and collaborate with 300+ account-owning ESR AMs.
Contribute to and support a $3m+ territory quota.
Develop and cultivate customer relationships with key decision-makers and power users/administrators.
Resolve simple to moderately complex tasks related to our product suite.
Conduct Partnership Reviews (business reviews) with current customers - review current products, current implementations, help discover and resolve concerns, and ask questions to discover areas where we can expand the account with additional products.
Conduct introductory or discovery demos for small or short-cycle products.
Create and manage quotes (CPQ - quoting).
Take on small or short sales cycle deals from sellers.
Conduct Partnership Reviews (business reviews) with current customers to identify and resolve concerns and discover opportunities for account expansion.
Schedule and product demonstrations.
Assist with support case escalations and facilitate customer communication where needed.
Complete product training to gain a deeper understanding of NEOGOV products and become tour-based demo ready.
Proactively seek and engage in demonstration appointments through calls and other engagements.
Meet regularly and communicate often with the assigned Account Manager to ensure alignment on objectives for the territory.
Communicate product feedback and collaborate with other internal teams to resolve customer concerns and contribute to product improvement.
Generate excitement for new or developing products by keeping customers informed about product enhancements.
Find upsell opportunities through customers' use-cases.
Track KPIs (partnership review meetings, demos, SQO%, and sales territory quota attainment).
Work with at-risk customers, alongside other internal teams, to resolve concerns and retain customers.
Conduct follow-up on existing deals to ensure closure and track down and close business.
Other duties as assigned.

Benefits

Competitive Wages
Comprehensive Benefits package (medical, dental, vision, etc.) for full-time employees effective Day 1
Generous PTO to support work-life balance
401K Matching
12-week Paid Parental Leave
Autonomy to grow and find your career path with supportive leadership
Company provided lunches and a kitchen fully stocked with snacks and drinks in the Draper office.
Inclusive and diverse work environment
Opportunity to manage and close deals from start to finish with spiff incentives.
Follow-up on current deals to assist with closing the deal that may include spiff incentives.