Inside Accounts Manager

1 week ago

Bengaluru, Karnataka, India Progress Software Full time US$ 90,000 - US$ 1,20,000 per year

Role & responsibilities

As an Account Manager, youll convert self-serve users and inbound leads into paid customers while supporting the product-led growth motion. You're the human touchpoint that accelerates the natural user journey from trial to purchase, focusing on expansion and removing friction rather than traditional "hunting." This is for our AI Product

Primary Responsibilities:

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

Preferred candidate profile

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
  • Must be willing to work in U.S. time zone [6 30 PM to 3 30 AM IST]

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

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