Strategic Account Manager, Federal Sales

Procore Technologies; Oregon; Hybrid; USD 181,000 - 248,000; Full time

Job summary

Procore Technologies is seeking a Strategic Account Manager for Federal Sales to own relationships with existing federal agency customers, including Procore for Government and the FedRAMP Authorized platform. You’ll renew, retain, and expand across agencies, moving commercial customers to government offerings where applicable.

You’ll collaborate with the Federal Account Executive on large expansions and report to the Director of Federal Sales.

Qualifications

• 6+ years of software sales or account management with U.S. federal customers
• Experience renewing and expanding federal software contracts via GSA SEWP or similar
• Knowledge of FAR, periods of performance, budgets and appropriations cycle
• Familiarity with FedRAMP, agency ATOs and security review processes for cloud software
• Ability to coordinate internal teams (CS, Legal, Deal Desk) to resolve issues

Responsibilities

• Own the federal customer base as the main contact for assigned accounts
• Renew on time and manage funding, paperwork, and terms before end dates
• Grow expansion across offices, sites, programs, and products
• Move clients to Procore for Government where needed and lead the ATO steps
• Forecast with discipline and maintain renewals and expansion forecasts in Salesforce

Skills

Federal sales

Account management

Sales forecasting

Multi-stakeholder coordination

Tools

Salesforce.com

Job description

We’re looking for a Strategic Account Manager, Federal Sales to join the Procore Federal Sales team. You’ll own Procore relationships with its existing federal agency customers: the agencies that run their construction and facilities programs on Procore and Procore for Government, the FedRAMP Authorized version of the platform. Your job is to keep those customers, grow them, and make Procore the system they plan to run their programs on for years. You’ll be the main point of contact for federal customers across a defined set of accounts. You own renewals, retention, upsell, and cross-sell, including moving commercial Procore customers onto Procore for Government. On large expansions, you work alongside the Federal Account Executive who knows the account. This position reports to the Director of Federal Sales and is a territory-based role, requiring frequent in-person engagements. Ideally this position is located within the Washington, DC metro area, however it can be remote within the United States with frequent travel to DC and to federal sites. We’re looking for someone to join the team immediately.

What you’ll do:

• Own the federal customer base: Be the main point of contact for your accounts. Know each agency’s programs, sites, users, contract vehicle, and renewal dates, and keep an account plan current for each one.
• Renew on time, every time: Run renewals through federal contract vehicles and Procore reseller partners well ahead of each period of performance end date and option year. Work with agency contracting staff, Procore Legal, and Deal Desk so that funding, paperwork, and terms are in place before the date.
• Grow existing agencies: Find expansion across new offices, sites, programs, and products. Map who decides, funds, and contracts in each agency, and build expansion pipeline from that map.
• Move customers to Procore for Government: Identify agencies using commercial Procore that need a FedRAMP Authorized environment, and lead the conversion, including the agency ATO steps with CIO and security staff.
• Drive adoption and value: Work with Customer Success, Professional Services, and Product Solution Specialists so agencies get value from what they bought. Use adoption and project data to show results in the agency’s own terms, and to spot risk early.
• Work with Federal Account Executives: Take clean handoffs on new customers and co-sell large expansions with the AE on the account.
• Track the competition: Know which other construction platforms your agencies use or are evaluating, and how Procore compares.
• Forecast with discipline: Meet or exceed quarterly and annual retention and expansion targets while keeping Salesforce.com renewals, opportunities, and forecasts current.

What we’re looking for:

• 6+ years of software sales or account management, including at least 2 years managing U.S. federal agency customers.
• A track record of renewing and expanding federal software contracts, including multi-year and option-year agreements through GSA Schedule, SEWP, or other federal contract vehicles.
• Working knowledge of federal acquisition (FAR basics), periods of performance and option years, and the federal budget and appropriations cycle.
• Familiarity with FedRAMP, agency ATOs, and the security review process for cloud software.
• Experience with a consultative selling methodology and with multi-stakeholder buying groups.
• Ability to coordinate internal teams (Customer Success, Professional Services, Legal, Deal Desk) to resolve customer issues.
• Strong Salesforce.com skills and accurate forecasting.
• Ability to travel up to 25% for agency meetings, site visits, and events.
• Construction, engineering, or facilities industry experience is a plus.
• U.S. citizenship may be required.

Additional Information:

Base Pay Range:
180,616.00 - 248,347.00 USD Annual

On Target Earning Range:
361,232.00 - 496,694.00 USD Annual

This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.

This position requires access to technology, software, and data that is controlled or restricted under U.S. law, regulation, executive order, or government contract.

For Los Angeles County (unincorporated) Candidates:

Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; 3. exercising sound judgment.