Strategic Account Manager, Federal Sales
About The Position
Procore is hiring a Strategic Account Manager for its Federal Sales team. The role owns relationships with existing federal agency customers that use Procore and Procore for Government, Procore’s FedRAMP Authorized platform. The objective is to retain customers, grow their use of Procore, and establish Procore as the long-term system for their construction and facilities programs. The Strategic Account Manager serves as the primary contact for a defined set of federal accounts and is responsible for renewals, retention, upsell, and cross-sell, including conversion of commercial Procore customers to Procore for Government. For large expansions, the role works with the Federal Account Executive assigned to the account. It reports to the Director of Federal Sales and is territory-based, with frequent in-person customer engagements. The preferred location is the Washington, DC metro area; remote work within the United States is possible with frequent travel to DC and federal sites. The team is looking for someone to join immediately.
Requirements
- At least 6 years of software sales or account management experience, including at least 2 years managing U.S. federal agency customers.
- A track record of renewing and expanding federal software contracts, including multi-year and option-year agreements through GSA Schedule, SEWP, or other federal contract vehicles.
- Working knowledge of federal acquisition, including FAR basics, periods of performance, option years, and the federal budget and appropriations cycle.
- Familiarity with FedRAMP, agency authorizations to operate (ATOs), and cloud software security reviews.
- Experience with a consultative selling methodology and multi-stakeholder buying groups.
- Ability to coordinate internal teams, including Customer Success, Professional Services, Legal, and Deal Desk, to resolve customer issues.
- Strong Salesforce.com skills and accurate forecasting.
- Ability to travel up to 25% for agency meetings, site visits, and events.
- U.S. citizenship may be required.
- Ability to access technology, software, and data controlled or restricted under U.S. law, regulation, executive order, or government contract.
Nice To Haves
- Construction, engineering, or facilities industry experience.
Responsibilities
- Serve as the main point of contact for assigned federal accounts and maintain current account plans covering agency programs, sites, users, contract vehicles, and renewal dates.
- Manage renewals through federal contract vehicles and Procore reseller partners ahead of performance-period end dates and option years; coordinate with agency contracting staff, Procore Legal, and Deal Desk on funding, paperwork, and terms.
- Identify and develop expansion opportunities across agency offices, sites, programs, and products, including mapping decision-makers, funders, and contracting stakeholders.
- Identify agencies using commercial Procore that need a FedRAMP Authorized environment and lead their conversion to Procore for Government, including agency authorization-to-operate steps with CIO and security staff.
- Drive customer adoption and value with Customer Success, Professional Services, and Product Solution Specialists; use adoption and project data to demonstrate results and identify risks.
- Take handoffs for new customers from Federal Account Executives and co-sell large expansions with the account executive.
- Track competing construction platforms used or evaluated by agency customers and explain how Procore compares.
- Meet or exceed quarterly and annual retention and expansion targets and keep Salesforce.com renewals, opportunities, and forecasts current.
Benefits
- The role may be eligible for equity compensation and/or bonus incentive compensation.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
