Enterprise Account Manager

Procurement Sciences AI; United States; Remote; USD 150,000 - 230,000; Full time

Benefits offered by this job

Equity stock options

Remote work capability

Health plan

Professional development

Job summary

Procurement Sciences AI in the United States seeks an Enterprise Account Manager in Software Sales to own a portfolio of government contracting customers and lead retention, expansion, and executive relationships. This senior, quota-carrying role requires managing complex multi-division accounts and driving cross-product growth across Awarded AI and HigherGov.

You will orchestrate strategic account plans, negotiate MSAs, and coordinate cross-functional teams to deliver enterprise-wide

Qualifications

• 7+ years in B2B SaaS account management, enterprise sales, or strategic account leadership.
• Account ownership with $100k+ annual contract value per account.
• Direct government contracting experience: IDIQs, GWACs, teaming/subcontracting.
• Proven ability to build relationships at VP/C-suite level.
• Experience navigating enterprise procurement, MSAs, redlines, vendor security reviews.
• Familiar with Salesforce and modern sales tooling (LinkedIn Navigator, SalesLoft).
• MEDDPICC knowledge is a plus.

Responsibilities

• Own a named portfolio of enterprise accounts with retention, expansion, and executive relationships.
• Build multi-threaded relationships across executives and cross-functional teams.
• Develop and execute a strategic account plan for each logo.
• Expand adoption to enterprise-wide deployments across divisions/subsidiaries.
• Drive multi-product growth across Awarded AI and HigherGov.
• Lead end-to-end commercial cycles: pricing, MSAs, redlines, security reviews, procurement.
• Deliver executive business reviews linking platform adoption to outcomes.
• Coordinate internal pursuit teams across functions.
• Translate enterprise requirements into prioritized roadmap input for Product.
• Identify churn risk with mitigation plans and executive escalation paths.
• Maintain forecasting, pipeline hygiene, and Salesforce documentation.

Skills

B2B SaaS

Enterprise sales

Executive relationships

Forecasting

Negotiation

Education

Bachelor's Degree

Tools

Salesforce

LinkedIn Navigator

SalesLoft

Conversation intelligence

Lead identification platforms

Job description

Company Overview:

Procurement Sciences is at the forefront of transforming the multi-billion-dollar government contracting industry with Awarded AI, our cutting-edge platform designed to help businesses excel in government sales. We simplify complex processes, drive revenue growth, and deliver real cost savings through unmatched efficiency. As a leading venture-backed SaaS company founded by seasoned GovCon experts, we are not just participants in the AI revolution; we are shaping it by solving the industry’s toughest challenges. Our “One Team, One Fight” culture values creativity, accountability, and forward-thinking, and we invite driven builders and innovators to help us develop high-performing teams. Ranked among the top 10 percent of fastest-growing SaaS companies and on a clear path to becoming a unicorn, we are seeking top talent to join our early team and play a key role in building the next great AI software company.

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. You will be accountable for retention, expansion, and executive relationships across complex, multi division organizations, and you will lead the commercial strategy that turns a single deployment into an enterprise wide standard. This is a senior, quota carrying role for someone who has managed large accounts and knows 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, 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.

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. 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.

• 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 percent for onsite executive meetings, business reviews, and industry events.

• Ability to work remotely, based in the DC, Virginia, or Maryland area.

• Innovative, customer-focused approach with excellent interpersonal skills.

Education:

• Bachelors Degree Required

Compensation and Benefits:

• Competitive salary with a 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.

AI policy Notice:
We want you to get the chance to know us in the interview process and for us to learn as much as we can about you, too. To make this possible and to ensure fairness for all our candidates, we have ano-exceptions policy on AI usage and augmentation during interviews. While we are an AI first company, this does mean we prohibit any AI tooling during the interview process unless otherwise explicitly allowed (such as large language models, code suggestion software, or AI assistants) to generate, refine, or suggest answers, solutions, or code, regardless of the format (written, spoken, or coded). We want to get to know you, your experiences, and qualifications genuinely and directly and the best way to do this is to keep it just between us.

To keep the interview fair for all, we reserve the right to ask follow-up questions or request you to clarify or elaborate on your solutions without the aid of external tools to validate that the answers provided genuinely reflect your own skills and experience. Violation of this code of conduct will result in the immediate termination of your candidacy.

Background Notice:

As part of our employment process, a background check is required. The background check may include a review of your credit history, criminal records, and employment verification, among other items. This check is conducted in compliance with the Fair Credit Reporting Act (FCRA). By applying for this position, you acknowledge and consent to this process.

Procurement Sciences is an equal opportunity employer and is committed to a diverse and inclusive workplace. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. We encourage candidates from all backgrounds to apply