Senior Inside Account Manager

We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease.   We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Inside Account Manager, and help us do what we do best: propelling business forward.   This will be a hybrid role working between your home office and either our Burlington MA headquarters or our Raleigh NC office.  You must be local to one of those to be considered for this role. In this role, you will: Lead Qualification & Routing:

• Respond to inbound demo requests and "talk to sales" form fills within 5 minutes
• Score and prioritize leads based on product usage data, company size, and buying signals
• Conduct discovery calls to understand use cases and identify expansion opportunities
• Route enterprise-level opportunities to Account Executives appropriately

Product-Led Sales Motion:

• Monitor user activation metrics and reach out to high-intent trial users
• Conduct product demos that build on what prospects have already discovered
• Help users understand advanced features and use cases they haven't explored
• Remove technical or process barriers preventing conversion to paid plans

Customer Expansion:

• Identify upgrade opportunities for existing customers showing usage growth
• Facilitate plan changes, seat additions, and feature upgrades
• Collaborate with Customer Success to prevent churn during expansion conversations
• Upsell complementary products or higher-tier plans based on usage patterns

Revenue Generation:

• Own monthly/quarterly revenue targets for inbound and expansion pipeline
• Manage sales cycle from initial contact through contract signature
• Negotiate pricing within established parameters and discount approval processes
• Maintain accurate forecasting in CRM with stage progression and close probability

Market Intelligence:

• Gather competitive intelligence from prospect conversations
• Provide feedback to Product team on common user pain points and feature requests
• Share insights on pricing objections and market positioning with Marketing
• Document common use cases and success stories for future sales enablement

Your background: 

• Strong product knowledge and ability to give compelling demos
• Data interpretation skills to understand user behavior and usage patterns
• Consultative selling approach rather than aggressive closing tactics
• CRM proficiency (Salesforce, HubSpot) and sales engagement tools
• Understanding of SaaS metrics, pricing models, and buying processes
• Excellent written/verbal communication for both technical and business audiences

Success Metrics:

• Monthly Recurring Revenue (MRR) added from new customers and expansions
• Lead response time and conversion rates from trial to paid
• Average deal size and sales cycle length
• Pipeline coverage ratio and forecast accuracy
• Product adoption rates for customers you've converted

Unlike traditional inside sales, you're not generating most of your own leads - the product does that. Your job is to accelerate and optimize the conversion process that's already happening organically. You need to understand user behavior data as much as traditional sales metrics, and your approach should feel helpful rather than pushy since prospects are already engaged with the product. You're essentially a "sales-assisted PLG" role where the product creates demand and you help capture and expand it.

If this sounds like you and fits your experience and career goals, we’d be happy to chat.   

What we offer in return is the opportunity to experience a great company culture with wonderful colleagues to learn from and collaborate with and also to enjoy:  

• Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan. Tuition Reimbursement program. Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance. 
• Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback
• Flexible paid vacation time, paid day off for your birthday, and company holidays. A variety of leave plans, including Parental Leave.
• Employee Assistance Program (EAP) and an