Note: The job is a remote job and is open to candidates in USA. Procurement Sciences is a venture-backed SaaS company transforming the government contracting industry through its Awarded AI platform. The Enterprise Account Manager will manage strategic government contracting accounts, driving retention, expansion, executive relationships, multi-product growth, and enterprise-wide adoption while leading complex commercial cycles and coordinating internal pursuit teams.
Responsibilities
- 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, so that 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
Skills
- 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. You should understand the capture and proposal lifecycle, contract vehicles such as IDIQs and GWACs, teaming and subcontracting relationships, and how a capture or proposal organization operates day to day
- 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
- 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 percent 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
- Bachelors Degree Required
- Familiarity with a formal sales methodology such as MEDDPICC is a plus
Benefits
- Commission-based performance incentive plan.
- Significant equity stock options in a rapidly growing, venture-backed company.
- Comprehensive health plan.
- Flexible work arrangements with full remote work capability.
- Extensive professional development opportunities for rapid career growth.
Company Overview