Account Manager

4 weeks ago

Alexandria, United States GovForce Full time

GovForce Introduction

GovForce is a well-funded seed stage start-up focused on helping small and mid-sized Federal Contractors by tech enabling their Contract Administrators. With a plethora of vendors in the market already, their core focus is to sell to the enterprise sized companies, neglecting the vast market that exists below companies that are enterprise is size. By deploying technology that allows Contract Administrators (CA's) to maximize their time spent on subcontractors' annual documentation (W9, Org Chart, Certificate of Insurance, Resume, Teaming Agreement, etc.), we give CA's time back in their already busy day to focus on more strategic deliverables. In addition, our role-based technology allows anyone with the C-suite to have direct visibility into their subcontractor ecosystem which reduces the financial and compliance risk their company has.

The Role

GovForce is seeking an Account Manager to implementplans focused on building and maintaining strong and long-lasting customer relationships. The Account Manager willl work with existing GovForce clients to analyze contract management trends that impact the Government Contractor landscape, build nurture and outreach campaigns to drive interest, and maintain continuous activity levels across renewal, upsell, and cross-sell activities. This role blends renewals of current contracts and up-selling into our established customer base, paired with cross-selling into subcontractors of our customer base. The Account Manager carries a direct sales quota established across all accounts they own and earns commissions for renewal and expansion of those accounts. This future employee with report to the Head of Growth.

The Responsibilities

Manage a full retention customer lifecycle from on-boarding, monthly check-ins through annual renewal conversations – to drive high net-retention rates Identify areas for growth – namely by selling to the subcontractors of our existing client base Deliver compelling arguments for why tech enabling Contract Administrators is important– ranging from front-line to senior/C-suite – via a combination of virtual (e.g., Teams, Zoom) and in-person presentations Partner with the Head of Growth to craft compelling proposals and right-fit solutions that match unique customer use-cases Consistently meet / exceed monthly, quarterly renewal and cross-sell booking objectives Develop and maintain quarterly and annual strategic account plans Utilize HubSpot to manage all aspects of prospect / client communications, activities, and tasks

The Achievement Metrics

Monthly Quota Attainment - The ability to achieve monthly quota attainment, comprised of two key elements: Net-retention of dollars under management (net-retention rate) The sale of new customers within the subcontractor base of our existing clients Pipeline Development - The ability to develop and maintain a minimum of 3-4x overall depth of pipeline to quota for new customer logos Retention Lifecycle excellence - The ability to drive consistent, on-time and high value interactions with your pool of customers Gross and net-retention rates - The ability to secure baseline renewal dollars and expand them into new and upgraded package SKUs Forecasting -The ability to accurately forecast and maintain HubSpot data, including delivering fluid and precise forecasts for the current month while providing an accurate view into business health and trends for the next renewals month

The Qualifications

3+ years business-to-business sales experience is required Driving distance of

Experience with consultative selling strategies Experience managing a current book of business (e.g., renewals, expansion, and cross-sales) Prior exposure to the Federal business ecosystem Prior experience with a Customer Relationship Management (CRM) platform is required The ability to establish rapport and deliver compelling, persuasive propositions to an executive level audience College degree or equivalent experience is preferred

The Application Process

This is a full-time salaried position with a competitive benefits package, including bonus opportunities and unlimited vacation/FTO. The On-Target Earnings (OTE) for this role is $160,000, operating on a 50/50 split between base and variable. The application process for the qualified candidates who apply is as follows:

30-minute introduction call with the Head of Growth on the candidate's background, GovForce's background, and the role. 30-minute conversation with the CTO 1-hour role-play built around a Discovery call with a prospective client that comes by way of an existing customer 30-minute conversation with the CEO

Total time investment: 2.5 hours

Target hire date: late-March, early-April #J-18808-Ljbffr

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