The Role
The Account Manager will drive sales through prospecting, renewals, and expanding relationships with public-sector clients, maintaining accurate sales forecasts and strategies.
Summary Generated by Built In
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 their resources, drive compliance, and focus on their core missions of distributing millions of dollars in funding for critical social services.
Our success is built on three pillars: Innovation, Integrity, and Impact. For over 20 years, Agate Software has been at the forefront of transformative innovation in the grant management industry. Our journey is marked by groundbreaking achievements and a commitment to pushing boundaries. By simplifying complex workflows, enhancing transparency, and turbo-charging efficiency, we enable our customers to maximize the impact of their funding.
Always challenging the status quo, we strive to set new industry standards and we are seeking the brightest minds to join us in this mission. If you're ready to apply your expertise in a dynamic, growth-oriented, mission-driven environment, read on to see how this position aligns with your skills and interests!
What We’re Looking For:
You are a customer-obsessed enterprise sales hunter who loves turning messy, moving parts into revenue. You thrive in ambiguity, move fast with discipline, and know how to build trust with public-sector leaders. You own the commercial relationship for your accounts - renewals, expansions, cross-sells, and new logos - while partnering closely with PMO and Product to keep delivery smooth. You’re data-driven, resilient, and energized by a company in transformation where your wins are visible and high impact.
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 accuracystandards.
- 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 growthand 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 - your playbooks and wins will set the bar for 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.
At Agate Software you'll be part of a team that is dedicated to making a difference through cutting-edge technology and unwavering dedication to our impactful work. If you're ready to make a significant contribution to communities in need and grow your career in an inspiring and challenging environment, apply today!
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. Individuals who embrace innovation and intellectual curiosity are invited to bring their unique personal and professional experiences to the table to enrich our creativity, thought leadership, and discovery.
To all recruitment agencies: We do not accept unsolicited agency resumes and are not responsible for any fees related to unsolicited resumes.
Top Skills
CRM
Hubspot
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The Company
What We Do
Agate Software, the US affiliate of IGX Solutions, was founded in 1991 in Okemos, Michigan. Agate Software developed the groundbreaking IntelliGrants management software in 2001. Intelligrants is the first true web-based solution for grant management and is currently used by more than 120 clients across 34 states. Agate currently provides implementation, development, and training services for customers using IntelliGrants IGX, the market’s premier grants management software. Agate also continues to support customers utilizing earlier versions of intelliGrants while providing software development and lifecycle grant management support, maintenance, and services to IGX Solutions and other clients.
