Account Manager

• Own a defined portfolio of Pacific West public-sector accounts and deliver against an annual bookings target
• Manage pipeline, forecasts, customer engagement, proposals, negotiations, closings, and ongoing account growth
• Retain and expand existing customers through renewals, upgrades, network expansion, software and recurring-revenue adoption, cross-sell, and additional departmental, application, and site penetration
• Prospect and develop net-new state and local government customers across California, Oregon, Washington, Nevada, and Arizona
• Identify and pursue opportunities across water resources, flood monitoring, emergency management, environmental monitoring, public works, transportation, public safety, weather monitoring, and outdoor alerting
• Build account plans for priority growth accounts and structured prospecting plans for whitespace markets
• Develop pipeline across California and increase AEM penetration in Oregon, Washington, Nevada, and Arizona
• Drive migrations, upgrades, renewals, and adoption of AEM software and recurring-revenue offerings, including E360
• Partner with the Pacific West Account Executive on regional strategy and strategically significant pursuits
• Collaborate with Strategic Market Development, Marketing, Product, Sales Engineering, Services, and Segment Leadership
• Maintain accurate Salesforce records, opportunity stages, close dates, next steps, forecasts, account plans, and customer activity
• Follow established forecast, pipeline, and territory-management cadences
• Travel throughout the Pacific West region for customer meetings, field engagement, conferences, and strategic account development

Senior Account Manager – Pacific West

Revenue Operations

• Own Revenue Operations initiatives that accelerate organic growth, improve new logo acquisition, and increase conversion across priority markets and target accounts.
• Partner with sales, marketing, and product leaders to define and prioritize GTM revenue operations strategies, including sales motions, reporting, and performance metrics across the full funnel.
• Provide visibility into pipeline health, revenue forecasting, sales velocity, conversion rates, attribution, and seller activity through dashboards built on clean, governed data.
• Analyze team, seller, and campaign performance using AI-driven analytics to help managers address performance and process gaps.
• Contribute to strategic, annual, quarterly, and monthly sales plans and forecasts.
• Identify and solve operational bottlenecks in sales motions to improve forecasting accuracy, seller activity, pipeline quality, and bookings-to-revenue coverage.
• Own workflows, data governance, and integration discipline across Salesforce, Apollo.io, HubSpot, NetSuite, and future GTM tools.
• Study sales and marketing funnel trends by segment and solution set to inform territory planning, pipeline coverage, and seller/marketer capacity needs.
• Evaluate, pilot, and scale AI tools for conversation intelligence, sales engagement, lead scoring, marketing automation, and seller productivity.
• Report to the Chief Commercial Officer and partner closely with sales and executive leadership.

Revenue Operations Leader

• Own RevOps initiatives that accelerate organic growth, improve new logo acquisition, and increase conversion across priority markets and target accounts
• Partner with sales, marketing, and product leaders to define and prioritize GTM revenue operations strategies
• Develop sales motions, reporting, and performance metrics across the full funnel
• Provide visibility into pipeline health, revenue forecasting, sales velocity, conversion rates, attribution, and seller activity through dashboards
• Analyze team, seller, and campaign performance using AI-driven analytics
• Contribute to strategic, annual, quarterly, and monthly sales plans and forecasts
• Identify and solve operational bottlenecks in sales motions
• Own workflows, data governance, and integration discipline across Salesforce, Apollo.io, HubSpot, NetSuite, and future GTM tools
• Study sales and marketing funnel trends by segment and solution set to inform territory planning, pipeline coverage, and capacity needs
• Evaluate, pilot, and scale AI tools for conversation intelligence, sales engagement, lead scoring, marketing automation, and seller productivity
• Report to the Chief Commercial Officer
• Collaborate with sales and executive leadership to optimize selling motions and improve accountability