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%.

We have two openings for this role:

1. One role is Hybrid based out of our Dumbo, Brooklyn, NY offices and would cover EST accounts. We are also open to remote candidates near major airports on the East Coast.
2. The second role is fully Remote and would cover CST and PST accounts.

Salary Range: ~200k OTE