Account Manager (80% Hunting / 20% Farming) at Akita Software

Glendale, Arizona, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Public Sector, Government, Nonprofits, Grant ManagementIndustries

Requirements

3–5+ years quota-carrying software sales (SaaS/GovTech preferred) with documented quota attainment
Public-sector procurement experience: RFI/RFP, renewals, amendments, and multi-year agreements
Proficiency with HubSpot (or similar CRM): opportunity qualification, and executive storytelling
Enterprise hunting DNA: track record of finding, developing, and closing complex deals; comfortable opening cold doors and growing warm ones
GovTech fluency: experience selling to state/local government or similar transferable experience: familiarity with RFI/RFP, long procurement cycles (12+ months), budget and grant timelines, and contract vehicles
Commercial rigor: MEDDICC-style qualification (or similar), clean pipeline discipline, and forecast accuracy standards
Executive presence: clear, confident communication with directors, CIOs, program owners, and procurement
Cross-functional savvy: collaborates with PMO, Product, and Marketing without stepping into delivery management
Tools & habits: mastery of CRM (HubSpot preferred), crisp notes, next-step discipline

Responsibilities

Own revenue for your book: renewals, expansions, cross-sells, and net-new within assigned territories/agencies
Hunt and expand: prospect, multi-thread, and develop executive relationships; map whitespace and fund sources across agencies and programs
Run a crisp sales cycle end-to-end: discovery, demo coordination, business case, SOW/pricing, negotiation, close; navigate public-sector procurement (RFI/RFP, contract amendments, renewals)
Forecast with precision: maintain pipeline hygiene in HubSpot; hold yourself to tight forecast accuracy with clear next steps and close dates
Drive account strategy: build and execute Strategic Account Plans; lead QBRs with executive sponsors; convert insights into tangible opportunities
Partner without confusion: ensure clean commercial-to-delivery handoffs with PMO and Solutions; PMO owns delivery escalations so you can stay focused on commercial health and growth
Represent the brand: engage in industry events and association forums; turn relationships into pipeline wins
Close the loop: capture voice-of-customer, competitive intel, and win/loss insights to sharpen our messaging and offers

Skills

Key technologies and capabilities for this role

ProspectingMulti-threadingExecutive RelationshipsWhitespace MappingSales Cycle ManagementDiscoveryDemo CoordinationRenewalsExpansionsCross-sellsAccount ManagementPublic Sector Sales

Questions & Answers

Common questions about this position

What experience is required for the Account Manager role?

Candidates need 3–5+ years of quota-carrying software sales experience, preferably in SaaS or GovTech, with documented quota attainment.

What are the main responsibilities of this position?

You will own revenue for your book including renewals, expansions, cross-sells, and net-new business; hunt and expand by prospecting and developing executive relationships; and run end-to-end sales cycles while forecasting accurately in HubSpot.

What is the company culture like at Agate Software?

The company is dynamic, growth-oriented, and mission-driven, built on pillars of Innovation, Integrity, and Impact, always challenging the status quo in a transformative environment.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What makes a strong candidate for this Account Manager role?

A strong candidate is a customer-obsessed enterprise sales hunter who thrives in ambiguity, moves fast with discipline, builds trust with public-sector leaders, and is data-driven and resilient.

Akita Software

API observability and service mapping tools

About Akita Software

Akita Software provides tools for API observability and service mapping, helping businesses visualize and manage the interactions between their software services. This allows companies to quickly identify and resolve issues without needing extensive manual documentation. The platform is particularly beneficial for tech professionals like developers and security engineers who maintain complex service ecosystems, especially in environments using microservices architectures. Akita operates on a subscription-based model, where clients pay for continuous monitoring and mapping of their API interactions. This service helps clients catch cross-service issues faster and understand root causes without manual inspection. By simplifying API management and improving service reliability, Akita aims to support tech companies in streamlining their operations.

San Mateo, CaliforniaHeadquarters

2018Year Founded

$4MTotal Funding

ACQUISITIONCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

1-10Employees

Risks

Postman's acquisition may lead to integration challenges for Akita.

Increased competition from Postman could overshadow Akita's offerings.

Potential talent attrition due to changes post-acquisition.

Differentiation

Akita specializes in API observability and service mapping for complex ecosystems.

The company offers automated service mapping, reducing manual documentation efforts.

Akita's tools help quickly identify and resolve cross-service issues.

Upsides

Growing demand for API observability tools due to microservices adoption.

Increased interest in automated service mapping for improved system reliability.

Rising importance of security in API management boosts Akita's relevance.

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