Note: The job is a remote job and is open to candidates in USA. Zencity is a mission-driven company transforming the work of government through community voices. The Enterprise Account Manager will manage high-value enterprise accounts, focusing on relationship-building, revenue retention, and strategic account planning.
Responsibilities
- Own commercial outcomes: Carry a quota for net retention and growth across a named book of Enterprise accounts. You are accountable for revenue retention, renewal execution, and expansion
- Drive strategic account planning: Build and maintain current account plans for every named account — including stakeholder maps, MEDDIC fields, identified pain, and forward-looking engagement plans. Update following every EBR
- Lead executive relationships: Own the relationship with Economic Buyers — City Managers, Mayors, Chiefs of Police, County Administrators, and Commissioners — positioning yourself as a strategic partner, not a vendor. Multi-thread every account from champion to end user
- Own the Transfer of Trust: Lead the in-person enterprise kickoff at Closed Won, no exceptions. Set the tone for the relationship from day one and establish the internal account war room in Slack
- Chair QBRs and EBRs: Arrange and lead quarterly and executive business reviews for every named account, driving the strategic and commercial narrative and ensuring each conversation advances the relationship
- Negotiate and close: Run renewal negotiations including pricing, packaging, and contract terms. Identify, qualify, and close expansion opportunities — then hand off operational delivery to Customer Delivery on close
- Orchestrate saves: When an account moves at risk, own the save plan — drawing on Customer Delivery, Expert Services, Product, and executive sponsors as needed
- Stay ahead of your accounts: Keep current on local news, personnel changes, political dynamics, and organizational shifts affecting every account in your book. Bring that intelligence to every conversation
- Be the internal voice of the customer: Communicate customer needs, competitive dynamics, and market trends to Product, Marketing, and Leadership
Skills
- 5+ years in Account Management or Enterprise Sales in a B2B SaaS environment with demonstrated quota attainment
- Multi-threaded enterprise account experience: Proven ability to manage complex, multi-stakeholder relationships across an organization — from end users to economic buyers
- Government or public sector sales experience: You understand government buying — budget cycles, procurement vehicles (RFPs, cooperative agreements, sole-source), political dynamics, and how to build champions in bureaucratic organizations. GovTech experience strongly preferred
- MEDDIC fluency: You use it to qualify, plan, and execute — not just as a checkbox
- Executive presence and credibility: Comfortable engaging with Mayors, City Managers, Chiefs, and Commissioners. You can lead a room, tell a value story, and influence without authority
- Negotiation expertise: Strong closer who can navigate pricing discussions, contract terms, and procurement requirements
- Orchestration discipline: Ability to coordinate internal functions — Customer Delivery, Expert Services, Product, and Leadership — behind each account when the moment calls for it
- Willingness to travel: In-person presence is a core part of this role, with a minimum of two onsite visits per enterprise account per year
- GovTech, civic tech, or public safety technology sales experience
- Familiarity with MEDDIC, Challenger Sale, or value-based selling methodologies
- Experience selling to multiple government departments within a single account
- Background in data analytics, community engagement, or public administration
- Experience utilizing AI tools to improve delivery
Benefits
- W2 option
Company Overview