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
Compensation and Benefits:
- Competitive base salary commensurate with experience
- Uncapped commission with earning potential tied directly to performance
- Assura pays 100% of employee premiums for health, dental, and vision insurance
- 401(k) with company match
- Company-paid life and disability insurance
- Paid time off and paid holidays
- Remote work flexibility
Equal Opportunity Employment
Assura, Inc. is an equal opportunity employer. They do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by applicable federal, state, or local law. This policy applies to all terms and conditions of employment including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Assura is committed to providing reasonable accommodations for qualified individuals with disabilities in their job application and hiring process. If you need an accommodation, please contact them at the time of application.
