Major Accounts Manager

We are looking for our next Major Accounts Manager to join the Posit team! In this role, you will be proactively identifying and engaging with new customers to share and demonstrate cutting-edge technologies in the rapidly growing Data Science field. Posit creates great software that helps people understand data and make better decisions in real-world applications. Our core offering is an open-source data science toolchain, and we aim to make it available to everyone, regardless of their economic means. Our customers are leading-edge innovators in analytics, machine learning, big data, and similar domains and generally work in R and Python. 50% of the Fortune 1,000 use Posit to solve their most difficult business problems. What You Will Own • Public Sector Hunting: Utilizing expert outreach skills and background to reach out to net-new Public Sector (federal, state, local) customers both in the US and abroad. • Market Education: Educating the market about the value of Posit’s professional products and then selling our software. • Revenue Management: Forecasting sales activity and revenue achievement while creating satisfied and referenceable customers. • Territory Building: Mapping and building territories from the ground up. • Lead Utilization: Utilizing the existing customer base from Posit conference attendees, inbound leads, and those who download our open-source product. • Sales CRM: Using tools like Salesforce as a single source of truth. • Target Achievement: Routinely meeting or exceeding 100% of sales targets. • Industry Awareness: Keeping up with industry trends, the competitive landscape, and customer needs. What You Will Assist With • Internal Collaboration: Collaborating with our marketing, product, customer success, and support teams to creatively grow our portfolio of customers. • Team Contribution: Being a part of a tight-knit sales team that values best practices sharing, mentoring, and learning while collaborating well with other people. A Bit About You • B2B Experience: Significant B2B Software Sales experience. • Public Sector Track Record: A track record of success selling to governmental entities. • Government Process Expertise: Experience with government RFQ / RFP processes, acquisition regulations, and contract mechanisms. • Channel Management: Experience working with resellers, VARs, and channel partners focused on government markets. • Complex Cycles: Experience in long, complex sales cycles in large agencies/organizations that involve multiple stakeholders. • Professional Integrity: Practicing sales with the utmost integrity while remaining humble and self-motivated. • Environment Adaptability: Thriving in a dynamic environment that often has ambiguities and competing priorities. • Travel Flexibility: Availability to travel as needed. What You Will Learn • Technical Familiarity: Deepening your interest in a technical sales role that involves familiarity with analytics / Data Science. • Professional Product Mastery: Leveraging sales experience to communicate with potential clients to develop an interest in Posit’s professional software. Within 3 months, you’ll… • Begin Working Through Product Onboarding: Immerse yourself in the Data Science field and Posit’s professional software toolchain. • Initiate Territory Mapping: Begin building your Public Sector territory from the ground up and identify high-priority targets. • Sync Systems: Ensure all prospecting activity is meticulously tracked in Salesforce as the single source of truth. Within 6 months, you’ll… • Execute Outreach: Actively reach out to net-new Public Sector prospects across federal, state, and local levels, as well as internationally. • Educate Prospects: Deliver high impact demonstrations and high level demonstrations that articulate the value of Posit’s professional products. • Identify RFP Opportunities: Map out specific government RFQ/RFP processes and contract mechanisms for your active pipeline. • Engage Channels: Begin collaborating with resellers and VARs to broaden your reach within the government market. • Advance Complex Cycles: Be on track to progress long-lead opportunities through multiple stakeholder approvals and large-agency requirements. • Deliver Accurate Forecasts: Provide dependable sales activity reports and revenue achievement forecasts to the team. • Maintain Hunting Momentum: Consistently identify and engage net-new logos to ensure a healthy long-term pipeline. Within 12 months, you’ll… • Achieve Target Milestones: Be on track to meet or exceed 100% of your annual sales targets for the Public Sector. • Expand Influence: Establish yourself as a subject matter expert on industry trends and the competitive landscape within your territory. • Mentor and Collaborate: Contribute to the team’s growth by sharing best practices and mentoring new colleagues. • Develop References: Build a portfolio of satisfied, referenceable Public Sector customers who can advocate for Posit’s value. Posit offers competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being. Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, and skillset. The hiring range includes base salary and commission. In addition, we offer an annual cash bonus, targeted at 10% of base pay, that pays out based on company performance and a cash grant that vests over 4 years. This hiring range assumes that the job will be performed in the United States. Hiring range $241,200—$318,340 USD Working at Posit: • We welcome all talented colleagues and are committed to a culture that represents diversity in all its forms. • We prioritize giving ourselves “focus time” to get deep work done. We minimize meetings and attempt to operate asynchronously. • We are a learning organization and take mentorship and career growth seriously. We hope to learn from you and we anticipate that you will also deepen your skills, influence, and leadership as a result of working at Posit. • We operate under a unique sustainable business model: We have over 50% of our engineering dedicated to creating free and open source software. We are profitable and we plan to be around decades from now. • Posit is a Public Benefit Corporation (PBC) and a Certified B Corporation®, which means our open-source mission is codified into our charter. As a result, our corporate decisions balance the community’s interests, customers, employees, and shareholders. Hear more about why we think this matters here. Notable: We offer competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being. These benefits apply to full-time positions only. • 100% of medical, dental, and vision insurance premiums are covered for employees and their families! Fertility and gender-affirming healthcare is included in all of our plans. • Supplemental mental health and wellness benefits are available via Ginger even if you don’t opt in to our insurance plans, including Ginger for teen family members. • Posit’s gender-neutral paid parental leave policy covers all new parents, including foster and adoptive parents. • All full-time employees are eligible for 401k enrollment starting on day one. • After six months of employment, Posit provides a substantial yearly match to employee 401K contributions. • An annual profit-sharing bonus for employees recognizes our team’s contributions to company performance across the year. • We are a 100% distributed team. You are also welcome to come into our Boston office. • We offer a $400 monthly reimbursement for coworking space rental if you prefer to work away from home. • Our Lifestyle Savings Account offers an initial deposit of $1800 and then an additional quarterly stipend of $375 to cover the costs of professional development, wellness, financial health, charitable giving, and remote work support. • We provide a flexible environment with a generous vacation policy that encourages a minimum of four weeks PTO per year plus 15 paid company holidays. Are you excited about this role but not sure if your experience aligns with every qualification in the job description? That’s okay. We know multiple perspectives are essential for a thriving organization and we’d still love to hear from you! Posit is committed to being a diverse and inclusive workplace. We encourage applicants of different backgrounds, cultures, genders, experiences, abilities, and perspectives to apply. All qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, sexual orientation, gender, gender identity, age, physical disability, or length of time spent unemployed. Posit Software, PBC participates in the federal E-Verify program, which confirms employment authorization of newly hired U.S. based employees. E-Verify is not used as a tool to pre-screen candidates and is only initiated upon hire. E-Verify Participation Notice (English/Spanish) Right to Work Notice (English/Spanish) #LI-REMOTE