Account Manager

hatch IT is partnering with Assura to find an Account Manager. Please see details below:

About the Role

The Account Manager is an individual contributor responsible for managing and growing an assigned book of business while conducting active new account prospecting and acquisition. This is a high-activity sales role. Success depends on consistent phone outreach, a strong presence at industry conferences and networking events, and the ability to convert those relationships into qualified opportunities and closed business. This role directly supports Assura’s revenue growth by developing a qualified pipeline, closing new business, expanding client relationships, meeting quarterly and annual sales goals, and managing renewals in alignment with Assura’s contractual requirements.

Candidates who are not comfortable with daily phone prospecting, regular travel to conferences (8+ per year), and sustained in-person networking activity should not apply.

About the Company

Assura is a cybersecurity firm with nearly 20 years of singular focus on information security. We work primarily with state, local, and education (SLED) organizations that need real-world, practical security leadership - not checkbox compliance or theoretical frameworks. Our team is made up of career cybersecurity practitioners, not career consultants. We take the work seriously, but not ourselves. People stay here because they’re supported, trusted, and given room to grow.

Responsibilities:

New Business Development and Territory Growth

• Conduct daily outbound phone prospecting as a core and non-negotiable part of the role
• Follow up on conference connections, networking activity, referrals, and event leads consistently and promptly
• Attend industry conferences, government procurement events, and networking functions regularly as a primary business development strategy
• Hunt for new sales opportunities within assigned territories, markets, and professional networks
• Develop and execute a territory sales plan covering priority prospects, procurement pathways, budget cycles, and decision-makers
• Recommend conferences, networking events, and market engagement strategies to the Sales Manager and develop a follow-up plan for each
• Communicate Assura’s value proposition including its cybersecurity-only focus, managed services capabilities, and public sector experience

Book of Business Management and Renewals

• Serve as the primary sales relationship owner for all assigned accounts
• Identify cross-sell and upsell opportunities across Assura’s full service portfolio including GRC-as-a-Service, Managed SIEM/XDR, MDR, vulnerability management, and penetration testing
• Initiate the renewal process at least 120 days before contract expiration
• Provide pricing change notifications to clients at least 90 days before contract expiration
• Escalate renewal risks, delays, or unresponsive clients to the Sales Manager promptly

Pipeline Management, Forecasting, and Deal Execution

• Meet assigned quarterly and annual sales goals, with a standard planning target of $1,000,000 annually
• Maintain a qualified pipeline at 5x the assigned annual sales target
• Target two discovery meetings per week and four to five new qualified opportunities per month
• Complete the first sale within six months of start date
• Participate in pipeline reviews, forecast meetings, and opportunity strategy discussions

CRM and Sales Process Execution

• Maintain complete and accurate records in HubSpot for all accounts, prospects, opportunities, proposals, contracts, and renewals
• Document all phone outreach, conference activity, and networking follow-up in HubSpot so pipeline activity is fully visible to sales leadership
• Generate proposals and contracts through Assura’s approved systems including PandaDoc
• Apply pricing authority responsibly and escalate any adjustment greater than 5% through the approved internal process
• Become proficient in HubSpot, PandaDoc, ZoomInfo, Crystal, and other assigned sales tools

Sales Enablement and Continuous Development

• Complete all assigned onboarding and ongoing sales training
• Collaborate with Marketing to develop and refine sales materials, outreach campaigns, and event collateral
• Provide field feedback on client pain points, market objections, and competitive positioning
• Maintain current knowledge of Assura’s service offerings, cybersecurity trends, and assigned market dynamics

Qualifications:

• 5 or more years of experience selling technology services in cybersecurity, managed services, IT services, cloud services, or consulting
• Demonstrated comfort and consistency with high-volume outbound phone prospecting as a primary sales activity
• Demonstrated ability to build a pipeline through conferences, networking events, and in-person relationship development
• Demonstrated ability to prospect, build relationships with new buyers, qualify opportunities, and close new business
• Experience managing an assigned book of business and meeting quarterly and annual sales targets
• Strong consultative selling skills with the ability to uncover client needs, budget pathways, and decision processes
• Experience using a CRM to manage pipeline, forecast sales, and support proposal and contract generation
• Strong written and verbal communication skills
• Experience selling to or supporting public sector clients including state and local government, K-12, higher education, or airports
• Experience with public sector procurement vehicles, RFPs, cooperative contracts, or government contracting processes

Preferred Qualifications:

• Experience selling for a Managed Service Provider (MSP) or Managed Security Services Provider (MSSP)
• Experience selling cybersecurity advisory, managed security, GRC, SOC, SIEM/XDR, MDR, vulnerability management, penetration testing, or compliance services
• Experience selling subscription-based, recurring revenue, or retainer-based service offerings
• Familiarity with cybersecurity frameworks such as NIST, CMMC, HIPAA, PCI DSS, CJIS, or ISO 27001
• Experience using HubSpot, PandaDoc, ZoomInfo, or Crystal
• Existing relationships in Virginia, SLED markets, airports, local government, schools, or higher education