Inside Account Manager

You will be joining Progress (Nasdaq: PRGS), a reputable provider of software that empowers customers to develop, deploy, and manage responsible, AI-powered applications and experiences with agility and ease. At Progress, we take pride in our diverse global team, where we value each individual and enrich our culture by embracing varied perspectives. We strongly believe that people power progress. As an Inside Account Manager, you will play a crucial role in driving business growth by converting self-serve users and inbound leads into paid customers, all while supporting the product-led growth strategy. Your focus will be on facilitating the natural user journey from trial to purchase, with an emphasis on expansion and reducing friction, rather than traditional sales tactics. This position specifically relates to our AI product. **Primary Responsibilities** **Lead Qualification & Routing:** - Swiftly respond to inbound demo requests and "talk to sales" form fills within 5 minutes - Evaluate and prioritize leads based on product usage data, company size, and buying signals - Conduct discovery calls to identify use cases and potential expansion opportunities - Ensure that enterprise-level opportunities are directed to Account Executives as appropriate **Product-Led Sales Motion:** - Monitor user activation metrics and engage with high-intent trial users - Deliver product demos that enhance prospects" existing knowledge - Assist users in exploring advanced features and use cases they may not have considered - Address any technical or process-related obstacles hindering conversion to paid plans **Customer Expansion:** - Identify opportunities for upgrades among existing customers exhibiting usage growth - Facilitate plan modifications, seat additions, and feature upgrades - Collaborate with Customer Success to prevent churn during expansion discussions - Upsell complementary products or higher-tier plans based on usage patterns **Revenue Generation:** - Take ownership of monthly/quarterly revenue targets for inbound and expansion pipeline - Manage the sales cycle from initial contact through contract signing - Negotiate pricing within established guidelines and approval processes - Maintain accurate forecasting in CRM, tracking stage progression and close probability **Market Intelligence:** - Gather competitive insights from prospect interactions - Provide feedback to the Product team regarding common user pain points and feature requests - Share pricing objections and market positioning insights with Marketing - Document prevalent use cases and success stories for future sales enablement **Required Skills** - Profound product knowledge and ability to deliver compelling demos - Proficiency in interpreting data to grasp user behavior and usage patterns - Embrace a consultative selling approach over aggressive closing tactics - Familiarity with CRM tools (e.g., Salesforce, HubSpot) and sales engagement platforms - Understanding of SaaS metrics, pricing models, and buying processes - Exceptional written and verbal communication skills for technical and business audiences - Willingness to work in the U.S. time zone [6:30 PM to 3:30 AM IST] **Success Metrics** - Monthly Recurring Revenue (MRR) generated from new customers and expansions - Lead response time and conversion rates from trial to paid - Average deal size and sales cycle duration - Pipeline coverage ratio and forecast accuracy - Product adoption rates for converted customers If you feel that this role aligns with your experience and career aspirations, we would love to have a conversation with you. In return, we offer the chance to be part of a fantastic company culture with amazing colleagues to collaborate and learn from. **What We Offer:** **Compensation** - Competitive remuneration package - Employee Stock Purchase Plan Enrollment **Vacation, Family, and Health** - 30 days of earned leave - Additional day off for your birthday - Various leaves such as marriage leave, casual leave, maternity leave, and paternity leave - Premium Group Medical Insurance for employees and up to five dependents - Personal accident insurance coverage and life insurance coverage - Professional development reimbursement - Interest subsidy on loans - for vehicle or personal loans.,