Enterprise Account Manager - Software Sales (Government Contracting)

Role Description:

As an Enterprise Account Manager in our Software Sales team, you will own a named portfolio of our largest and most strategic government contracting customers. This is a senior, quota-carrying role for someone with 7+ years of experience managing large accounts and deep knowledge of the government contracting market.

Your responsibilities will include:

• Owning a named portfolio of enterprise accounts, with direct accountability for gross retention, net revenue retention, and an annual expansion target.
• Building and sustaining multi-threaded relationships across executive leadership, business development, capture, proposal, contracts, and program teams to ensure no account depends on a single point of contact.
• Developing and executing a written strategic account plan for every logo, including whitespace mapping, division-by-division expansion paths, and a named executive sponsor.
• Expanding adoption from an initial business unit to enterprise-wide deployment across divisions, subsidiaries, and joint ventures.
• Driving multi-product growth across Awarded AI and HigherGov, including tier upgrades, seat expansion, and cross-sell into adjacent teams.
• Leading complex commercial cycles end-to-end, including business case development, pricing strategy, master service agreement and redline negotiation, vendor security review, and procurement approval.
• Delivering executive business reviews on a defined cadence, connecting platform adoption to the customer’s win rate, capture throughput, and proposal outcomes.
• Orchestrating an internal pursuit team across solutions engineering, customer success, product, and executive leadership rather than working the account alone.
• Serving as the executive voice of the account into Product, translating enterprise requirements into prioritized roadmap input.
• Identifying consolidation and churn risk early, with a documented mitigation plan and executive escalation path for every at-risk account.
• Maintaining accurate forecasting, pipeline hygiene, and account documentation in Salesforce.

Qualifications:

• 7+ years of experience in B2B SaaS account management, enterprise sales, or strategic account leadership, including at least 4 years managing enterprise accounts.
• Demonstrated ownership of a book of business at or above $100,000 in annual contract value per account, with documented quota attainment and retention performance.
• Direct government contracting experience is required, including understanding of the capture and proposal lifecycle, contract vehicles such as IDIQs and GWACs, teaming and subcontracting relationships, and how a capture or proposal organization operates.
• Proven ability to build and hold relationships at the executive level, including vice president and C-suite buyers.
• Experience navigating enterprise procurement, including master service agreements, legal redlines, vendor security review, and compliance requirements such as CMMC and FedRAMP.
• Experience expanding a single deployment into a multi-division or enterprise-wide agreement.
• Proficiency with Salesforce and modern sales tooling, including LinkedIn Sales Navigator, SalesLoft, conversation intelligence, and lead identification platforms.
• Familiarity with a formal sales methodology such as MEDDPICC is a plus.

Requirements:

• Demonstrated track record of meeting and exceeding retention and expansion targets in an enterprise environment.
• Ability to present credibly to executive audiences, in writing and in person, and to build a business case that survives finance and procurement review.
• Ability to travel up to 30% for onsite executive meetings, business reviews, and industry events.
• Ability to work remotely, with a preference for candidates based in the DC, Virginia, or Maryland area.
• Innovative, customer-focused approach with excellent interpersonal skills.

Education:

• Bachelor's Degree Required