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About ZencityZencity is a mission-driven company transforming the work of government through community voices. Our community input and insights platform leverages advanced NLP and machine learning to help local government organizations make data-driven decisions. We work with 400+ cities and counties across the US and globally, from Los Angeles to Chicago to Austin. If you are passionate about leveraging data and technology to solve real-world challenges and improve life in communities, your place is with us.Why This Role MattersEnterprise accounts represent Zencity’s highest-value relationships and greatest growth opportunity. The Enterprise AM owns the commercial relationship — driving renewals, expansion, and strategic account growth. This is a quota-carrying role that requires someone who can navigate complex government procurement, build executive champions, and close multi-department expansion deals.What You Will DoHelp translate tech and data into value and policy: Support the customers in using Zencity to power their work with community voices- help them use the product and data, understand its applicability, and drive change.Own commercial outcomes: Carry a quota for renewals and net expansion across a portfolio of Enterprise accounts. You are accountable for revenue retention and growth.Drive strategic account planning: Build multi-quarter account plans that map stakeholders, identify whitespace, and align Zencity’s solutions to each customer’s strategic priorities.Lead executive relationships: Build and maintain relationships with decision-makers — City Managers, Chiefs of Police, County Administrators, Budget Directors — positioning yourself as a strategic partner, not a vendor.Negotiate and close: Lead renewal discussions, pricing negotiations, and expansion deals. Navigate government procurement processes (RFPs, sole-source, cooperative agreements).Identify and develop expansion opportunities: Proactively find cross-sell and upsell opportunities by understanding customer needs, departmental budgets, and organizational priorities. Collaborate with BDR team on new department penetration.Conduct strategic business reviews: Lead quarterly and annual reviews with executive sponsors, focused on value delivered, ROI, and forward-looking plans.Partner with Customer Success: Work closely with the Enterprise CSM who owns adoption and value delivery. Use their insights to inform your commercial strategy.Be the internal voice of the customer: Communicate customer needs, competitive dynamics, and market trends to Product, Marketing, and Leadership.RequirementsWhat We Are Looking ForRequired5+ years in Account Management, Sales, or Business Development in a B2B SaaS environment with demonstrated quota attainment.Complex sales cycle experience: Proven ability to manage 6-12+ month sales cycles with multiple stakeholders and procurement hurdles.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.Executive selling skills: Comfortable engaging with C-level government leaders. You can lead a room, tell a value story, and influence without authority.Strategic account management: Experience building account plans, mapping organizational power structures, and executing multi-quarter growth strategies.Negotiation expertise: Strong closer who can navigate pricing discussions, contract terms, and procurement requirements.CRM discipline: Rigorous pipeline management and forecasting in Salesforce. You keep your data clean and your forecasts accurate.PreferredGovTech, 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.What Success Looks LikeConsistent quota attainment on renewals and net expansion.Multi-department expansion within Enterprise accounts.Strong executive relationships that drive multi-year commitments.Accurate forecasting (within 10% of actuals quarter over quarter).Collaborative partnership with CS that drives joint commercial and adoption outcomes.Travel expectationThe travel expectation for this role 25%.Location / states supportedWe are accepting applicants working in the following states and near major airports (EST time zone): Connecticut, Delaware, Georgia, Maine, Maryland, Massachusetts, New Hampshire, New Jersey, New York, North Carolina, Rhode Island, South Carolina, and Virginia.Salary RangeUp to ~200k OTE
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