Enterprise Account Manager

Description

About Zencity

Zencity 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 Matters

Enterprise 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 Do

• 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.

Requirements

What We Are Looking For

Required

• 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.

Preferred

• 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.

What Success Looks Like

• Consistent 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 Lines

This 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 OTE