Inside Account Manager , EMEA [New Business] - AI

We are Progress (Nasdaq: PRGS) - a 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 Inside Account Manager and help us do what we do best: propelling business forward.  

As an Account Manager, you’ll 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

• Respond to inbound demo requests and "Talk to Sales" enquiries within established SLAs.
• Qualify and prioritize leads based on buying signals, product usage, company profile, and business needs.
• Conduct discovery calls to understand customer challenges, technical requirements, and business objectives.
• Build and manage a healthy pipeline while routing strategic opportunities appropriately when required.
• Maintain accurate opportunity tracking and forecasting within Salesforce CRM.

• Experience selling AI, Enterprise Search, Knowledge Management, SaaS Infrastructure, Developer Tools, or Enterprise Software.
• Experience with Product-Led Growth (PLG) sales motions.
• Experience working with cloud marketplaces or cloud ecosystem partners (AWS, Azure, GCP).
• Experience selling through both direct and partner channels.

• Monitor trial activity and proactively engage high-intent users.
• Deliver tailored product demonstrations based on customer use cases.
• Guide prospects through evaluation and proof-of-value activities.
• Help customers discover advanced product capabilities and remove technical or business barriers preventing adoption.
• Convert product users into paying customers through a consultative sales approach.

• Proactively identify and engage target accounts through email, phone, LinkedIn, and other outreach channels.
• Execute account-based prospecting strategies to generate qualified pipeline.
• Research target organizations and identify key decision-makers.
• Build relationships with senior business and technical stakeholders.
• Create opportunities independently through consistent outbound activity.

• Work closely with strategic partners, resellers, system integrators, and technology alliances to generate new business opportunities.
• Conduct joint account planning and account mapping with partners.
• Follow up on partner referrals and co-sell opportunities.
• Build strong working relationships with partner sales teams to drive pipeline generation.
• Support partner-led campaigns, webinars, events, and joint customer engagements.

• Identify expansion opportunities within existing customers based on product usage and business growth.
• Drive upgrades, additional user licenses, feature adoption, and higher-tier subscriptions.
• Partner closely with Customer Success to maximize customer value and reduce churn.
• Position complementary products and solutions where appropriate.

• Own monthly and quarterly revenue targets across new business and expansion opportunities.
• Manage the complete sales cycle from qualification through contract signature.
• Negotiate commercial terms within approved pricing and discount guidelines.
• Deliver accurate forecasting and maintain pipeline hygiene.
• Consistently exceed pipeline creation and revenue goals.

• Gather competitive intelligence from customer conversations.
• Provide product feedback based on customer needs and feature requests.
• Share market trends, pricing insights, and competitive positioning with Product and Marketing teams.
• Document successful customer use cases to support future sales enablement.

• Monthly and Quarterly Annual Recurring Revenue (ARR) / Monthly Recurring Revenue (MRR) attainment.
• Qualified pipeline generated through inbound and outbound activities.
• Partner-sourced pipeline and revenue contribution.
• Trial-to-paid conversion rate.
• Lead response time and conversion rates.
• Average deal size and sales cycle length.
• Forecast accuracy and CRM hygiene.
• Expansion revenue from existing customers.
• Customer product adoption following conversion.
• Outbound meetings booked and opportunities created.