Account Manager

Management Concepts is seeking a motivated Account Manager to join our Open Enrollment Sales team. This role is a strong fit for an early-career or experienced sales professional who enjoys building relationships, uncovering opportunities, driving revenue, and delivering an outstanding customer experience.

This is more than a traditional account-management role. Account Managers own a territory of accounts and are responsible for growing existing relationships, expanding into new areas of those accounts, generating new revenue, managing leads, and supporting customers throughout the sales and customer journey.

The territory is primarily made up of Federal Government agencies, along with State and Local Government agencies, nonprofit organizations, and commercial accounts. Training industry and Federal Government sales experience are not required.

• Build and expand relationships across an assigned account-based territory.
• Identify new revenue opportunities within existing accounts by expanding into additional departments, teams, programs, and business units.
• Up-sell and cross-sell Management Concepts courses, programs, services, and training solutions.
• Conduct proactive outbound phone and email outreach to generate leads, develop opportunities, and create new revenue.
• Manage leads within the territory with urgency, consistent follow-up, and clear ownership.
• Work leads generated through Marketing activities, customer activity, prior sales, previous orders, and existing account relationships.
• Manage the full sales lifecycle from prospecting and discovery through recommendation, follow-up, closing, and post-sale support.
• Use a consultative sales approach to understand customer needs and recommend appropriate solutions.
• Provide an outstanding customer experience and assist with customer service, billing, registration, and basic technical support as needed.
• Collaborate across Sales, Marketing, Customer Service, Operations, Accounting, and other internal teams to support customers and drive results.
• Meet or exceed assigned sales quotas, revenue goals, KPIs, and activity expectations.
• Maintain accurate account, lead, opportunity, pipeline, and activity information in CRM.
• Continuously build product knowledge and use that knowledge to identify cross-sell, up-sell, and account-expansion opportunities.
• Participate in regular coaching and development focused on strengthening sales skills and incorporating best practices.

• Approximately 1–2+ years of inside sales experience as an SDR, Account Executive, Account Manager, or similar sales role preferred.
• Experience with outbound phone outreach, prospecting, lead management, and follow-up.
• Ability to build relationships while maintaining a strong focus on revenue and results.
• Experience generating new revenue and growing existing accounts through up-selling and cross-selling.
• Strong consultative selling skills with a hunter mentality.
• Comfortable working in a high-volume, transactional, and metric-driven sales environment.
• Strong verbal and written communication skills.
• Excellent organization, time management, and follow-through.
• Strong customer-service mindset and willingness to take ownership of the full customer experience.
• Coachable, receptive to feedback, and committed to continued sales and product development.
• Experience using CRM and sales technology preferred.
• B2G and/or B2B sales experience is a plus.

This is a hybrid position for candidates located in the Washington, DC metropolitan area, with an expectation to work from our Tysons, Virginia office one day per week. Candidates located outside the Washington, DC area would work fully remotely, with travel to Tysons approximately 1–2 times per year.