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.
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 Senior Account Executive and help us do what we do best: propelling business forward. This will be a remote role but handling a SouthWest US territory, so candidates do need to live in that territory.
The Senior Account Executive - Territory is responsible for building and growing a broad Western territory through new-logo acquisition, installed-base expansion, competitive displacement, and partner-led pipeline creation. This is a field-based, consultative sales role that requires disciplined territory planning, regular customer and partner engagement, and the ability to navigate complex, multi-stakeholder buying processes.
Success in this role requires a proven territory-hunting mindset, experience selling infrastructure software or adjacent technology solutions, strong partner and channel execution, and the ability to create pipeline independently. Experience with SLED, healthcare, higher education, public utilities, or broad commercial territories is strongly valued.
In this role, you will:
Revenue & Account Ownership
- Own and develop a broad geographic territory, including account segmentation, whitespace analysis, new-logo prospecting, installed-base expansion, partner mapping, and creation of self-generated pipeline.
- Lead end-to-end sales cycles from prospecting and discovery through technical validation, competitive displacement, negotiation, and close, including coordination of RFPs, RFIs, task orders, and contract renewals when applicable.
- Develop and execute strategic account plans aligned to funding cycles, and procurement timelines.
Stakeholder Engagement
- Build and maintain multi-threaded relationships across customer stakeholders, including:
- Program owners
- Technical and architecture leaders
- Procurement and contracting officers
- Executive leadership (CIO/CTO organizations)
- Act as a trusted advisor by linking customer mission outcomes to platform capabilities and value realization.
Pipeline, Forecasting & Compliance
- Build and maintain a qualified pipeline aligned to quarterly and annual bookings targets.
- Provide accurate forecasting and deal inspection within CRM, reflecting Customer timing and risk factors.
- Ensure compliance with SLED procurement rules, internal approval frameworks, and pricing guidelines.
Partner & Ecosystem Collaboration
- Build joint territory plans and create pipeline with systems integrators, MSPs, resellers, solution providers, and national and regional channel partners through co-selling, partner pipeline reviews, account mapping, and executive-to-executive engagement.
- Coordinate cross functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Sales Operations.
Your background:
- Proven success in a field-based, quota-carrying B2B technology sales role, with demonstrated experience independently managing a geographic territory, conducting in-person customer and partner meetings, and operating without foundational field-sales training.
- Demonstrated success driving six and seven figure deals.
- Excellent executive communication, negotiation, and consultative selling skills.
- Demonstrated record of meeting or exceeding a meaningful individual quota, winning net-new logos, and quantifying personally generated pipeline. Strong candidates will also have experience activating VARs and channel partners to source or influence opportunities and will be comfortable managing a broad account base with deal sizes ranging from transactional opportunities to complex six- and seven-figure sales.
Additionally, it would be beneficial if you have:
- Experience selling network monitoring and observability, infrastructure and IT operations management, network performance monitoring, network detection and response, application delivery and load balancing, network security, or closely adjacent infrastructure software.
- Ability to influence from outside the organization and lead complex internal deal teams.
Success Measures
- Achievement of quarterly and annual targets
- Pipeline health and forecast accuracy
- Growth across the territory through self-generated pipeline, new-logo acquisition, installed-base expansion, and competitive displacement.
- Strength and durability of executive level customer relationships
Base Salary Range: $140,000 - $162,000
This position is also eligible to participate in our commission plan (up to an additional $162,000 at goal). Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package, with details below.
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:
- Medical, dental, vision, life & disability, and financial benefits, including a 401(k) retirement savings plan, tuition reimbursement program, and optional benefits such as critical illness/hospital indemnity/personal accident, identity theft protection, auto & home insurance, legal insurance, and pet insurance.
- Competitive salary and incentive compensation opportunities, including bonus or uncapped commission (as applicable to the position), along with a best-in-class Employee Stock Purchase Program (ESPP) featuring a 27-month lookback.
- Flexible paid vacation time, a paid day off for your birthday, company holidays, and a variety of leave programs, including Parental Leave.
- Employee Assistance Program (EAP) and employee well-being resources focused on physical, mental, social, and financial health.
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