Inside Account Manager , EMEA [New Business] - AI

Job description

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 In this role, you will: Lead Qualification & Management 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. Product-Led Sales Motion 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. Direct Outbound Prospecting 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. Partner & Channel Sales Motion 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. Customer Expansion 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. Revenue Generation 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. Market Intelligence 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. Your background: 3-6+ years of experience in SaaS sales, Account Executive, Business Development, or Solution Sales roles. Proven success managing both inbound and outbound sales motions. Demonstrated ability to generate pipeline through outbound prospecting. Experience selling enterprise SaaS solutions with consultative sales methodologies. Experience working with channel partners, system integrators, resellers, or strategic alliances is highly desirable. Strong discovery, qualification, negotiation, and closing skills. Excellent presentation skills with the ability to deliver compelling product demonstrations. Strong understanding of SaaS business models, subscription pricing, and enterprise buying processes. Ability to interpret product usage data and identify customer buying signals. Proficiency with Salesforce CRM and modern sales engagement platforms (Salesloft, Outreach, Apollo, LinkedIn Sales Navigator, ZoomInfo, etc.). Excellent written and verbal communication skills with both technical and executive stakeholders. Highly organized with strong time management and pipeline management skills. Self-motivated, proactive, and comfortable working independently. Willing to work in EMEA Time zone [12:00 PM to 9:00 PM IST] Preferred Qualifications 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. Success Metrics 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. If this sounds like you and fits your experience and career goals, we’d be happy to chat. 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: Compensation Competitive remuneration package Employee Stock Purchase Plan Enrolment Vacation, Family, and Health 30 days of earned leave An extra day off for your birthday Various other leaves like marriage leave, casual leave, maternity leave, and paternity leave Premium Group Medical Insurance for employees and five dependents, personal accident insurance coverage, and life insurance coverage Professional development reimbursement Interest subsidy on loans - either vehicle or personal loans. Apply Now ! #LISR1