Account Manager – State Government

PartsSource Inc.

Account Manager focusing on revenue growth and retention in state government sectors. Managing a $1.5M–$2.5M territory with complex procurement processes.

Posted 5/27/2026full-timeRemote • 🇺🇸 United StatesSeniorLeadWebsite

About the role

Key responsibilities & impact

Own revenue performance, retention, and expansion across assigned state institution accounts with 12–24 month sales cycles
Identify whitespace opportunities and drive share-of-wallet growth across multiple sites and departments within institutional systems
Develop and execute strategic account plans aligned to institutional missions, compliance requirements, and operational outcomes
Build and maintain disciplined pipeline forecasting with accurate opportunity staging and probability assessments
Lead complex, multi-stakeholder sales cycles including RFPs, RFQs, pricing, proposals, and contract negotiations with government procurement teams
Build ROI-driven business cases tied to operational efficiency, regulatory compliance, cost containment, and institutional budget optimization
Manage multi-year agreements with government procurement and contract requirements, including compliance documentation
Partner with internal teams on proposal development, scope definition, and success metrics aligned to customer outcomes
Build executive-level relationships across institutional leadership, procurement, operations, and finance stakeholders
Lead quarterly business reviews (QBRs) and performance discussions tied to operational and compliance outcomes
Act as a trusted advisor positioning PartsSource as a long-term strategic partner for mission-critical operations
Coordinate implementation and onboarding of new service programs; proactively manage renewal cycles and reduce churn risk
Position service-based solutions (maintenance programs, compliance support, operational services) aligned to mission-critical facility needs
Develop institutional-specific value propositions addressing unique challenges in corrections, education, public health, and regulated environments
Ensure clear alignment between sold services, implemented outcomes, and success metrics
Lead performance discussions tied to uptime, compliance, operational efficiency, and budget accountability

Requirements

What you’ll need

10+ years of quota-carrying B2B sales with consistent overperformance of $1.5M+ annual targets
5+ years direct experience selling complex solutions into state government, public sector, or regulated institutional environments
Demonstrated expertise selling into at least two of these institutional modalities: state correctional facilities, higher education, public health systems, public workforce development, state procurement environments
Proven success navigating multi-year deal cycles, RFPs, and government contract negotiations with procurement teams
Strong ability to build executive-level relationships and influence across institutional hierarchies
Consultative selling expertise with ability to translate operational challenges into solution requirements
Disciplined CRM pipeline management, forecasting, and deal discipline in complex sales environments
Experience managing multi-site, multi-department accounts with diverse stakeholder groups

Benefits

Comp & perks

Competitive compensation package with salary, incentives, company ownership/equity, and comprehensive benefits (401k match, health, college debt reduction, and more!)
Career and professional development through training, coaching and new experiences.
Hybrid culture with new & beautiful workspaces that balance flexibility, collaboration, and productivity.
Inclusive and diverse community of passionate professionals learning and growing together.

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B salesquota managementpipeline forecastingRFP managementcontract negotiationROI analysisconsultative sellingaccount managementsales strategy developmentcompliance documentation

Soft Skills

relationship buildinginfluencecommunicationstrategic thinkingproblem solvingcollaborationleadershipnegotiationadaptabilitycustomer focus