Enterprise Account Manager

DescriptionAbout 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 Account Manager is the commercial quarterback for a named book of enterprise accounts — owning the relationship with economic buyers, driving renewals and expansion, and ensuring Zencity becomes a long-term strategic partner to the governments we serve. This is a quota-carrying role that requires someone who can navigate complex government procurement, build and maintain champion maps across every level of an organization, and close multi-department expansion deals.What You Will DoOwn 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.RequirementsWhat We Are Looking ForRequired5+ 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.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.Boundary LinesThis role is part of a specialized, collaborative delivery model. To set clear expectations:Operational implementation, training, and recurring deliverable production are owned by Customer Delivery.Billable methodology engagements are delivered by Expert Services.Tier 1 and Tier 2 platform support is handled by Operations.Survey design and distribution operations are managed by Operations (Survey Ops), supported by Expert Services on premium engagements.The travel expectation for this role +25%.This is a Hybrid role based out of our Dumbo, Brooklyn, NY offices and would cover EST accounts. Salary Range: ~200k OTEDepartment:Sales & Business DevelopmentExperience level:IntermediateEmployment type:Full-timeWorkplace type:Hybrid