Enterprise Account Manager, SLED

Apryse; Florida; Remote; USD 150,000 - 220,000; Full time

Benefits offered by this job

Uncapped commissions

Generous PTO

Annual WFH allowance

Health, dental & vision

Job summary

Apryse is seeking an Account Manager to expand a SLED portfolio across North America, focusing on State, Local, and Higher Education accounts. You will navigate public sector procurement, build executive relationships, and close expansion opportunities within the Apryse software suite.

The role requires 6+ years in B2B software sales, experience with enterprise accounts, and proficiency with Salesforce. Remote work is allowed within the United States, with travel as needed.

Qualifications

• 6+ years of proven success in account management selling complex B2B software solutions.
• The last 3 years focused on managing enterprise accounts with expansion opportunities.
• SLED experience selling to State, Local, and/or Higher Education customers and understanding public sector procurement.

Responsibilities

• Lead and close a pipeline of high-value software license opportunities, expanding licensed products and cross-sell within the Apryse portfolio.
• Conduct roadmap discussions and account reviews with key stakeholders to align solutions with long-term objectives.
• Collaborate with Solution Engineers to gather requirements and craft high-impact solutions for Fortune 500 and Enterprise clients.
• Gain market insight into trends, competitors, and client needs to position our solutions as the best choice.
• Identify high-value sales opportunities and develop go-to-market strategies for mutual growth.
• Gather market and competitive intelligence to inform strategy and approach.
• Meet or exceed sales quotas through strategic planning and relationship management.

Skills

Negotiation

Communication

Presentation

Education

Technical degree

Tools

Outreach

Dooly

Sales Navigator

ZoomInfo

Salesforce

Job description

The Role

We're growing our SLED sales team and looking for an Account Manager to drive expansion within our existing State, Local, and Higher Education customer base across North America. You'll own a portfolio of SLED accounts, deepening relationships and uncovering opportunities to expand usage across departments, campuses, and agencies.

This role requires understanding how public sector organizations buy software; navigating procurement processes, budget cycles, compliance requirements, and multi-stakeholder decision-making. You'll work closely with solutions engineers, customer success, and internal teams to identify whitespace, build executive relationships, and close expansion opportunities.

Responsibilities

• Lead and Influence: Take charge of managing and closing a pipeline of high-value software license opportunities, leveraging your expertise to drive growth and strengthen relationships with strategic clients. The focus will be to grow current software products licensed, along with cross-selling more products under the Apryse portfolio.

• Strategic Engagement: Conduct roadmap discussions and account reviews with key stakeholders, ensuring our solutions align with their long-term objectives.

• Collaborative Solutioning: Partner with Solution Engineers to gather requirements and craft high-impact solutions tailored to meet the unique needs of Fortune 500 and Enterprise clients.

• Market Insight: Gain and apply in-depth knowledge of market trends, competitor landscapes, and client needs to position our solutions as the optimal choice.

• Opportunity Identification: Recognize and capitalize on high-value sales opportunities, developing go-to-market strategies that foster mutually beneficial partnerships.

• Intelligence Gathering: Utilize various resources to collect and analyze market, prospect, and competitive intelligence to inform your approach and strategy.

• Quota Achievement: Meet or exceed sales quotas through strategic planning, relationship management, and effective sales execution.

Requirements

• Experience: 6+ years of proven success in account management, selling complex B2B software solutions and consistently exceeding multi-year quotas.

  • The last 3 years focused on managing enterprise accounts and driving new business within those accounts, with a particular emphasis on identifying opportunities for expansion and growth.

• SLED Experience: Proven experience selling software solutions to State, Local, and/or Higher Education customers, with an understanding of public sector procurement processes, budget cycles, and complex stakeholder environments.

• Skills: Demonstrated expertise in negotiation, communication, and presentation, particularly through digital channels.

• Tools Proficiency: Skilled in prospecting and utilizing sales tools such as Outreach, Dooly, Sales Navigator, and ZoomInfo.

• Travel: Light travel to industry events and key client meetings as needed.

• Approach: A consultative sales approach with a strong ability to engage with technical CXOs and senior executives.

• Team Player: A driven, accountable individual with a collaborative mindset and a relentless pursuit of success.

• Education: A degree from a college or university, preferably in a technical discipline.

• CRM Experience: Proficient in using Salesforce CRM to manage the sales cycle effectively.

$150,000 - $220,000 a year

Compensation Philosophy

The compensation for this position is commensurate upon experience, and the range listed reflects total compensation or on target earnings. The top end of the range is reserved for candidates with extensive experience and a profile that strongly aligns with the senior expectations of this role.

Location Eligibility

This is a remote position within the United States. We aim to hire in our primary hub locations first — Boston, MA; Denver, CO; and Charlotte, NC — but are also open to candidates who reside in the following states: Arizona, Colorado, Florida, Georgia, Maine, Maryland, Massachusetts, New Hampshire, New Jersey, New York, North Carolina, Ohio, Pennsylvania, South Carolina, Tennessee, Texas, Utah, and Virginia.

Candidates must reside in one of these states to be considered for this opportunity.

Benefits:

• Competitive salary commensurate with experience and qualifications.
• A comprehensive extended benefits package including health, dental and vision for you and your family, with company paid offerings.
• An uncapped commissions structure.
• Generous paid time off (PTO) is offered to support the ability to rest and recharge.
• A great team environment and resources, supporting you to do the best work of your life and providing unlimited career growth potential.
• Highly autonomous and entrepreneurial environment.
• Annual recurring WFH allowance for you to purchase items you need for your home office.
• Ongoing support for learning development so you can master your craft.
• Work with the hardware you're most comfortable with (Windows or Mac).
• Diverse and inclusive workplace where we all learn from each other.

Company Description

As the industry-leading provider of document software development (SDK) technology powering everything from traditional desktop software to innovative web and mobile applications, at Apryse we are committed to delivering cutting-edge technology solutions that empower our clients to achieve their goals. With a broad international portfolio of combined companies, products, and leading technologies, we are actively changing the way the world works with documents to make work better and life simpler.

Customers like IBM, Autodesk, DocuSign, Boeing, Microsoft (and many more!) come to us to realize their web and mobile strategies for document management, editing, and collaboration as the #1-ranked commercial document SDK of choice for companies worldwide. As a result, you can find our document technology in thousands of solutions, including those of household names, used by millions across virtually every industry. Our XODO app alone has 25M unique installs -- and counting -- and the highest ratings among PDF productivity apps on the largest online app marketplaces.

We are committed to a work environment that is inclusive to all and free of discrimination. It is our policy to be an equal opportunity employer without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity or expression, genetic predisposition or carrier status, veteran status, citizenship status or any other factors prohibited by law. Apryse will provide reasonable accommodations for qualified individuals.