Agate Software
Account Manager (80% Hunting / 20% Farming)
Agate Software, Detroit, Michigan, United States, 48228
Overview
At Agate Software, we are building a better world by revolutionizing how government agencies and nonprofits manage their grant processes. Our solutions empower our customers to maximize resources, drive compliance, and focus on core missions of distributing millions of dollars in funding for critical social services. Our success is built on three pillars: Innovation, Integrity, and Impact.
We seek a customer‑obsessed enterprise sales hunter who thrives in ambiguity, moves fast with discipline, and builds trust with public‑sector leaders. The role owns the commercial relationship for accounts—renewals, expansions, cross‑sells, and new logos—while partnering closely with PMO and Product to keep delivery smooth.
What You’ll Do
Own revenue for your book:
renewals, expansions, cross‑sells, and net‑new within assigned territories/agencies.
Hunt and expand:
prospect, multi‑thread, and develop executive relationships; map whitespace and fund sources across agencies and programs.
Run a crisp sales cycle end‑to‑end:
discovery, demo coordination, business case, SOW/pricing, negotiation, close; navigate public‑sector procurement (RFI/RFP, contract amendments, renewals).
Forecast with precision:
maintain pipeline hygiene in HubSpot; hold yourself to tight forecast accuracy with clear next steps and close dates.
Drive account strategy:
build and execute Strategic Account Plans; lead QBRs with executive sponsors; convert insights into tangible opportunities.
Partner without confusion:
ensure clean commercial‑to‑delivery handoffs with PMO and Solutions; PMO owns delivery escalations so you can stay focused on commercial health and growth.
Represent the brand:
engage in industry events and association forums; turn relationships into pipeline wins.
Close the loop:
capture voice‑of‑customer, competitive intel, and win/loss insights to sharpen our messaging and offers.
What You’ll Bring
3–5+ years quota‑carrying software sales:
SaaS/GovTech preferred with documented quota attainment.
Public‑sector procurement experience:
RFI/RFP, renewals, amendments, and multi‑year agreements.
Proficiency with HubSpot
(or similar CRM): opportunity qualification, and executive storytelling.
Enterprise hunting DNA:
track record of finding, developing, and closing complex deals; comfortable opening cold doors and growing warm ones.
GovTech fluency:
experience selling to state/local government or similar transferable experience; familiarity with RFI/RFP, long procurement cycles (12+ months), budget and grant timelines, and contract vehicles.
Commercial rigor:
MEDDICC‑style qualification (or similar), clean pipeline discipline, and forecast accuracy standards.
Executive presence:
clear, confident communication with directors, CIOs, program owners, and procurement.
Cross‑functional savvy:
collaborates with PMO, Product, and Marketing without stepping into delivery management.
Tools & habits:
mastery of CRM (HubSpot preferred), crisp notes, next‑step discipline, and metrics‑driven decision‑making.
Mindset:
builder energy, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.
What Success Looks Like
Retention: ≥ 95% gross renewal rate across assigned accounts.
Expansion & New Revenue: consistent QoQ expansion growth and closed‑won targets met or exceeded (NRR goals set per plan).
Pipeline & Forecast: ≥ 3× quota pipeline coverage with ≤5% forecast variance at month/quarter close.
Executive Engagement: 1+ executive sponsor meeting per account per quarter and QBRs with clear next‑step commitments.
Sales Hygiene: HubSpot accuracy on stages, dates, values, and stakeholders; zero “mystery” deals.
Cross‑Functional Flow: clean handoffs; no commercial surprises for PMO; customer sentiment stable or rising.
What Makes This Role Exciting
Build during lift‑off: help shape a sales engine at a company in active transformation—the bar set by your playbooks and wins will last years.
Meaningful customers: your work helps government agencies deliver real outcomes for communities—visibility, scale, and impact.
High leverage, low red tape: ship ideas fast, get credit for results, and see the direct line from your deals to company growth.
A platform to grow: sell a configurable enterprise platform with room for upsell/cross‑sell across programs, agencies, and states.
A true team sport: partner with sharp PMO, Product, and Marketing leaders who respect boundaries and execution.
Diversity Commitment As an equal‑opportunity employer, we are committed to fostering an inclusive environment where an expansive range of ideas, backgrounds, and perspectives are the foundation for innovation. We strive to attract, develop, and retain the brightest minds from all walks of life, and we encourage applications from candidates from underrepresented communities, Indigenous persons, persons with disabilities, persons of diverse sexual orientation and gender identity, and all those who can provide different perspectives that contribute to the diversification of our team.
Agency Statement We do not accept unsolicited agency resumes and are not responsible for any fees related to unsolicited resumes.
AI Usage We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Seniority level Not Applicable
Employment type Full‑time
Job function Sales and Business Development
Industries Software Development
Location Birmingham, MI
#J-18808-Ljbffr
We seek a customer‑obsessed enterprise sales hunter who thrives in ambiguity, moves fast with discipline, and builds trust with public‑sector leaders. The role owns the commercial relationship for accounts—renewals, expansions, cross‑sells, and new logos—while partnering closely with PMO and Product to keep delivery smooth.
What You’ll Do
Own revenue for your book:
renewals, expansions, cross‑sells, and net‑new within assigned territories/agencies.
Hunt and expand:
prospect, multi‑thread, and develop executive relationships; map whitespace and fund sources across agencies and programs.
Run a crisp sales cycle end‑to‑end:
discovery, demo coordination, business case, SOW/pricing, negotiation, close; navigate public‑sector procurement (RFI/RFP, contract amendments, renewals).
Forecast with precision:
maintain pipeline hygiene in HubSpot; hold yourself to tight forecast accuracy with clear next steps and close dates.
Drive account strategy:
build and execute Strategic Account Plans; lead QBRs with executive sponsors; convert insights into tangible opportunities.
Partner without confusion:
ensure clean commercial‑to‑delivery handoffs with PMO and Solutions; PMO owns delivery escalations so you can stay focused on commercial health and growth.
Represent the brand:
engage in industry events and association forums; turn relationships into pipeline wins.
Close the loop:
capture voice‑of‑customer, competitive intel, and win/loss insights to sharpen our messaging and offers.
What You’ll Bring
3–5+ years quota‑carrying software sales:
SaaS/GovTech preferred with documented quota attainment.
Public‑sector procurement experience:
RFI/RFP, renewals, amendments, and multi‑year agreements.
Proficiency with HubSpot
(or similar CRM): opportunity qualification, and executive storytelling.
Enterprise hunting DNA:
track record of finding, developing, and closing complex deals; comfortable opening cold doors and growing warm ones.
GovTech fluency:
experience selling to state/local government or similar transferable experience; familiarity with RFI/RFP, long procurement cycles (12+ months), budget and grant timelines, and contract vehicles.
Commercial rigor:
MEDDICC‑style qualification (or similar), clean pipeline discipline, and forecast accuracy standards.
Executive presence:
clear, confident communication with directors, CIOs, program owners, and procurement.
Cross‑functional savvy:
collaborates with PMO, Product, and Marketing without stepping into delivery management.
Tools & habits:
mastery of CRM (HubSpot preferred), crisp notes, next‑step discipline, and metrics‑driven decision‑making.
Mindset:
builder energy, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.
What Success Looks Like
Retention: ≥ 95% gross renewal rate across assigned accounts.
Expansion & New Revenue: consistent QoQ expansion growth and closed‑won targets met or exceeded (NRR goals set per plan).
Pipeline & Forecast: ≥ 3× quota pipeline coverage with ≤5% forecast variance at month/quarter close.
Executive Engagement: 1+ executive sponsor meeting per account per quarter and QBRs with clear next‑step commitments.
Sales Hygiene: HubSpot accuracy on stages, dates, values, and stakeholders; zero “mystery” deals.
Cross‑Functional Flow: clean handoffs; no commercial surprises for PMO; customer sentiment stable or rising.
What Makes This Role Exciting
Build during lift‑off: help shape a sales engine at a company in active transformation—the bar set by your playbooks and wins will last years.
Meaningful customers: your work helps government agencies deliver real outcomes for communities—visibility, scale, and impact.
High leverage, low red tape: ship ideas fast, get credit for results, and see the direct line from your deals to company growth.
A platform to grow: sell a configurable enterprise platform with room for upsell/cross‑sell across programs, agencies, and states.
A true team sport: partner with sharp PMO, Product, and Marketing leaders who respect boundaries and execution.
Diversity Commitment As an equal‑opportunity employer, we are committed to fostering an inclusive environment where an expansive range of ideas, backgrounds, and perspectives are the foundation for innovation. We strive to attract, develop, and retain the brightest minds from all walks of life, and we encourage applications from candidates from underrepresented communities, Indigenous persons, persons with disabilities, persons of diverse sexual orientation and gender identity, and all those who can provide different perspectives that contribute to the diversification of our team.
Agency Statement We do not accept unsolicited agency resumes and are not responsible for any fees related to unsolicited resumes.
AI Usage We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Seniority level Not Applicable
Employment type Full‑time
Job function Sales and Business Development
Industries Software Development
Location Birmingham, MI
#J-18808-Ljbffr