Enterprise Account Manager

Procurement Sciences AI

. Own a named portfolio of enterprise government contracting accounts .

Posted 9/17/2026full-timeRemote • Maryland • United StatesSeniorLead💰 $185,000 - $225,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing enterprise government contracting accounts, driving retention and expansion through strategic account planning and executive relationship building. Proficient in navigating complex commercial cycles and utilizing Salesforce for account management and forecasting.

Highest-signal resume keywords

B2B SaaS Account ManagementEnterprise SalesGovernment Contracting ExperienceSalesforce ProficiencyExecutive-Level Relationship Building

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementRetention PerformanceContract NegotiationBusiness Case DevelopmentProposal Lifecycle UnderstandingMulti-Division Agreement ExpansionQuota AttainmentForecastingPipeline HygieneCMMC and FedRAMP Knowledge

Soft Skills

Relationship BuildingPresentation SkillsStrategic ThinkingCollaborationProblem Solving

Tools & Technologies

SalesforceLinkedIn Sales NavigatorSalesLoftConversation Intelligence PlatformsLead Identification Platforms

Certifications & Qualifications

Bachelor's DegreeFormal Sales Methodology (MEDDPICC)

Industry Keywords

Enterprise AccountsGovernment ContractingIDIQsGWACsTeaming RelationshipsSubcontractingMaster Service AgreementsVendor Security Review

About the role

Key responsibilities & impact

Own a named portfolio of enterprise government contracting accounts
Manage gross retention, net revenue retention, and annual expansion targets
Build relationships across executive leadership, business development, capture, proposal, contracts, and program teams
Develop written strategic account plans with whitespace mapping, expansion paths, and executive sponsors
Expand adoption across divisions, subsidiaries, and joint ventures
Drive multi-product growth across Awarded AI and HigherGov through upgrades, seat expansion, and cross-sell
Lead complex commercial cycles including business cases, pricing, contract negotiation, security review, and procurement approval
Deliver executive business reviews connecting platform adoption to customer outcomes
Orchestrate internal pursuit teams across solutions engineering, customer success, product, and executive leadership
Represent account needs to Product and provide prioritized roadmap input
Identify consolidation and churn risks and create mitigation plans
Maintain forecasting, pipeline hygiene, and account documentation in Salesforce

Requirements

What you’ll need

7+ years of experience in B2B SaaS account management, enterprise sales, or strategic account leadership
At least 4 years managing enterprise accounts
Book of business at or above $100,000 in annual contract value per account
Documented quota attainment and retention performance
Direct government contracting experience required
Understanding of the capture and proposal lifecycle, IDIQs, GWACs, teaming and subcontracting relationships, and proposal organizations
Executive-level relationship-building experience with vice president and C-suite buyers
Experience with enterprise procurement, master service agreements, legal redlines, vendor security review, CMMC, and FedRAMP
Experience expanding a deployment into a multi-division or enterprise-wide agreement
Proficiency with Salesforce, LinkedIn Sales Navigator, SalesLoft, conversation intelligence, and lead identification platforms
Formal sales methodology such as MEDDPICC is a plus
Track record of meeting and exceeding retention and expansion targets
Ability to present credibly to executive audiences and build business cases for finance and procurement review
Ability to travel up to 30 percent
Ability to work remotely, with a preference for candidates based in the DC, Virginia, or Maryland area
Bachelors Degree Required
U.S. citizenship is asked about in the application form

Benefits

Comp & perks

Commission-based performance incentive plan
Significant equity stock options
Comprehensive health plan
Flexible work arrangements with full remote work capability
Extensive professional development opportunities for rapid career growth