Senior Inside Account Manager, Public Sector

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Inside Account Manager, Public Sector based in the United States.

The Senior Inside Account Manager will drive customer retention, account expansion, and new business growth across a portfolio of state, local government, and education (SLED) customers.
This role combines strategic account management with consultative B2B technology sales, focusing on secure collaboration and workflow automation solutions.
You will build trusted relationships with technical leaders, procurement teams, department heads, and executive decision-makers.
By understanding public sector priorities, purchasing processes, budget cycles, and compliance requirements, you will identify opportunities that deliver measurable customer value.
You will own the full sales cycle, from account planning and discovery to negotiation, procurement, and closing.
Working closely with internal specialists and external partners, you will strengthen customer relationships, increase product adoption, and achieve sustainable revenue growth.

Accountabilities:

As Senior Inside Account Manager, you will take ownership of an assigned public sector account portfolio, balancing customer success with revenue generation and strategic business development. Your responsibilities will include:

• Manage customer relationships and account performance, driving retention, renewals, expansion, and overall revenue growth.

• Identify and pursue upselling, cross-selling, whitespace, and new business opportunities within existing accounts.

• Develop strategic account plans aligned with customer objectives, organizational initiatives, and public sector budget cycles.

• Lead end-to-end sales cycles, including discovery, solution positioning, negotiations, procurement, and deal closure.

• Build and maintain relationships with multiple stakeholders, including IT leaders, department heads, procurement teams, and executive decision-makers.

• Act as a trusted advisor by understanding customer challenges and connecting business, operational, and security needs with relevant solutions.

• Proactively engage customers to uncover emerging requirements, improve product adoption, and identify opportunities for account growth.

• Build and maintain a healthy, qualified sales pipeline to achieve quarterly and annual revenue targets.

• Maintain accurate sales forecasts and CRM records, tracking opportunity progress, deal strategies, account health, and potential risks.

• Manage renewal timelines and expansion opportunities while maintaining visibility into the overall performance of each account.

• Navigate public sector procurement processes, including RFPs, RFQs, purchasing agreements, and contract vehicles.

• Collaborate with Sales Engineering, Customer Success, Renewals, Product, and other internal teams to deliver a seamless customer experience.

• Work with channel resellers and public sector procurement partners to meet purchasing requirements and accelerate deal execution.

• Leverage internal subject matter experts to communicate advanced security, compliance, and workflow capabilities.

• Share market intelligence, competitive insights, and customer feedback to support public sector go-to-market strategies.

• Meet performance targets related to renewals, revenue, account expansion, customer retention, net revenue retention, pipeline development, and forecast accuracy.

Requirements:

The ideal candidate brings a strong background in B2B technology sales, with the ability to manage established customer relationships while consistently identifying and closing new revenue opportunities. You should also demonstrate:

• Proven experience in B2B SaaS or technology sales, preferably supporting State, Local Government, and Education (SLED) customers.

• A track record of managing and growing an existing book of business while generating and closing additional revenue opportunities.

• Experience navigating complex, multi-stakeholder sales cycles and building relationships with both technical and executive decision-makers.

• Strong knowledge of strategic account planning, pipeline development, sales forecasting, and consultative selling methodologies.

• Excellent communication, negotiation, organizational, and relationship-management skills.

• The ability to understand customer priorities and position technology solutions around business, operational, security, and compliance requirements.

Additional qualifications that would be beneficial:

• Familiarity with public sector procurement processes, government budget cycles, RFPs, and cooperative purchasing contracts.

• Understanding of public sector security and compliance requirements, including HIPAA and GovRAMP.

• Experience working with channel partners, resellers, and public sector purchasing cooperatives.

Benefits:

• Compensation: Base salary ranging from $65,000 to $98,000, depending on skills, education, experience, and other job-related factors.

• Commission: Eligibility for a commission plan with an earning range equivalent to the base salary range.

• Health coverage: Medical, dental, vision, life, and disability insurance.

• Retirement and financial benefits: 401(k) retirement savings plan and an Employee Stock Purchase Program (ESPP) featuring a 27-month lookback.

• Additional benefits: Tuition reimbursement and optional coverage, including critical illness, hospital indemnity, personal accident, identity theft protection, auto and home insurance, legal insurance, and pet insurance.

• Time off: Flexible paid vacation, a paid day off for your birthday, company holidays, and a range of leave programs, including parental leave.

• Well-being: Employee Assistance Program (EAP) and resources supporting physical, mental, social, and financial health.

• Work flexibility: Fully remote position based in the United States.