Director, State Government Accounts

Description

Responsibilities

• Account Leadership & Relationship Management
• Serve as the primary relationship owner for a portfolio of designated state government accounts across multiple states.
• Act as the face of the organization, building trusted advisor relationships with agency leadership and key stakeholders.
• Develop and execute account plans to strengthen long-term partnerships and improve customer satisfaction.
• Maintain regular communication with clients to understand evolving needs, priorities, and challenges.
• Coordinate executive engagement when appropriate to support strategic objectives.
• Sales & Growth Coordination
• Identify and cultivate new sales opportunities within existing accounts.
• Leverage relationships to drive cross-sell and upsell opportunities across product lines.
• Partner with product sales teams to coordinate pursuit strategies and sales activities.
• Support contract renewals, amendments, and expansion initiatives.
• Maintain visibility into pipeline activity and contribute to revenue forecasting.

Client Success & Operational Alignment

• Serve as liaison between clients and internal product, implementation, support, and client success teams.
• Coordinate resources to ensure effective service delivery and issue resolution.
• Monitor overall account health, client satisfaction, and retention metrics.
• Facilitate regular account reviews and performance discussions.
• Manage escalations collaboratively and ensure timely follow-through.
• Cross-Functional Collaboration
• Work closely with product management, engineering, support, and professional services teams to align on client priorities.
• Communicate client feedback to internal stakeholders to inform product improvements and roadmap considerations.
• Ensure seamless coordination across multiple product teams supporting assigned accounts.
• Promote a unified, client-centered approach to account management.
• Public Sector Engagement
• Develop familiarity with state procurement processes, budget cycles, and regulatory considerations.
• Support clients through procurement activities in partnership with sales and contracts teams.
• Represent the company professionally in meetings, conferences, and industry forums as appropriate.

Qualifications

• Bachelor’s degree in Business, Public Administration, Information Technology, or related field.
• 5+ years of experience in account management, sales, or client relationship management within technology or public sector environments.
• Experience managing complex, multi-stakeholder accounts.
• Demonstrated ability to grow revenue within existing customer portfolios.
• Strong communication, presentation, and negotiation skills.
• Ability to manage multiple accounts across different states simultaneously.
• Proven ability to collaborate across cross-functional teams.
• Preferred Qualifications
• Experience supporting state government agencies or public sector clients.
• Familiarity with public sector procurement processes.
• Experience working with enterprise software or SaaS solutions.
• Understanding of regulated environments such as tax, courts, public safety, or health & human services.
• CRM proficiency (e.g., Microsoft Dynamics or similar platforms).

Core Competencies

• Strategic relationship building
• Client advocacy
• Cross-functional collaboration
• Revenue growth & opportunity identification
• Public sector awareness
• Problem-solving & issue management
• Executive communication
• Customer-first mindset