People. Proven. Progress. #ProgressPROUD

progress

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Progress (Nasdaq: PRGS) is seeking a Senior Inside Account Manager to join their team. This hybrid role involves responding to inbound leads, qualifying and prioritizing them, and conducting discovery calls. The position focuses on a product-led sales motion, monitoring user activation, conducting product demos, and helping users understand advanced features. Responsibilities also include identifying customer expansion opportunities, upsell complementary products, and owning monthly/quarterly revenue targets. The role requires gathering market intelligence, providing feedback to product and marketing teams, and maintaining accurate CRM data. Candidates should have strong product knowledge, data interpretation skills, a consultative selling approach, CRM proficiency, and an understanding of SaaS metrics and pricing models.

Senior Manager, Inside Sales

<div>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. &nbsp;</div><div>&nbsp;</div><div>We&rsquo;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.  &nbsp;This will be a hybrid role working between your home office and either our Burlington MA headquarters or our Raleigh NC office. &nbsp;You must be local to one of those to be considered for this role.</div><div>&nbsp;</div><div>In this role, you will:</div><div>&nbsp;</div><div>Lead Qualification &amp; Routing:</div><div><ul><li>Respond to inbound demo requests and \"talk to sales\" form fills within 5 minutes</li><li>Score and prioritize leads based on product usage data, company size, and buying signals</li><li>Conduct discovery calls to understand use cases and identify expansion opportunities</li><li>Route enterprise-level opportunities to Account Executives appropriately</li></ul></div><div>Product-Led Sales Motion:<ul><li>Monitor user activation metrics and reach out to high-intent trial users</li><li>Conduct product demos that build on what prospects have already discovered</li><li>Help users understand advanced features and use cases they haven't explored</li><li>Remove technical or process barriers preventing conversion to paid plans</li></ul></div><div>Customer Expansion:<ul><li>Identify upgrade opportunities for existing customers showing usage growth</li><li>Facilitate plan changes, seat additions, and feature upgrades</li><li>Collaborate with Customer Success to prevent churn during expansion conversations</li><li>Upsell complementary products or higher-tier plans based on usage patterns</li></ul></div><div>Revenue Generation:<ul><li>Own monthly/quarterly revenue targets for inbound and expansion pipeline</li><li>Manage sales cycle from initial contact through contract signature</li><li>Negotiate pricing within established parameters and discount approval processes</li><li>Maintain accurate forecasting in CRM with stage progression and close probability</li></ul></div><div>Market Intelligence:<ul><li>Gather competitive intelligence from prospect conversations</li><li>Provide feedback to Product team on common user pain points and feature requests</li><li>Share insights on pricing objections and market positioning with Marketing</li><li>Document common use cases and success stories for future sales enablement</li></ul></div><div>Your background:&nbsp;<ul><li>Strong product knowledge and ability to give compelling demos</li><li>Data interpretation skills to understand user behavior and usage patterns</li><li>Consultative selling approach rather than aggressive closing tactics</li><li>CRM proficiency (Salesforce, HubSpot) and sales engagement tools</li><li>Understanding of SaaS metrics, pricing models, and buying processes</li><li>Excellent written/verbal communication for both technical and business audiences</li></ul></div><div>Success Metrics:<ul><li>Monthly Recurring Revenue (MRR) added from new customers and expansions</li><li>Lead response time and conversion rates from trial to paid</li><li>Average deal size and sales cycle length</li><li>Pipeline coverage ratio and forecast accuracy</li><li>Product adoption rates for customers you've converted</li></ul></div><div>Unlike traditional inside sales, you'8217;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.</div><div>&nbsp;</div><div>You're essentially a \"sales-assisted PLG\" role where the product creates demand and you help capture and expand it.</div><div>If this sounds like you and fits your experience and career goals, we&rsquo;d be happy to chat.  &nbsp;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: &nbsp;<ul><li>Medical, dental, vision, life &amp; 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 &amp; home insurance, legal, and pet insurance.&nbsp;</li><li>Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback</li><li>Flexible paid vacation time, paid day off for your birthday, and company holidays. A variety of leave plans, including Parental Leave.</li><li>Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health. &nbsp;</li></ul></div><div>Apply now!</div><div>&nbsp;</div><div>#LI-hybrid</div> Together, We Make Progress Progress is an inclusive workplace where opportunities to succeed are available to everyone. As a multicultural company serving a global community, we encourage a wide range of points of view and celebrate our diverse backgrounds. Our unique combination of perspectives inspires innovation, connects us to our customers and positively affects our communities. It is only by working together and learning from each other that we make Progress. Join us!

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Join the API Revolution at Gravitee—Where Innovation Meets GrowthSince our beginnings in 2015, Gravitee has grown into a global force, recognized as a 2024 Gartner Magic Quadrant™ Leader for API Management. What started with four developers challenging the complexities of APIs has evolved into a revolutionary platform powering API and event stream ecosystems worldwide. 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This assessment gives us an idea of your C++ skills- Companies that evaluate this skillset in interviews: Rockstar Games, Ubisoft, Mayhem Studios, etc.- 10 Multiple Choice questions- Average time to complete: 7 to 10 minutes

Let's assess your Data Structures! - This assessment gives us an idea of your problem solving skills using DSA- Companies that evaluate this skillset in interviews: MPL, LILA Games, GSN Games, etc.- 10 Multiple Choice questions

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