Inside Account Manager

You are looking to join Progress (Nasdaq: PRGS), a leading provider of software solutions that empower customers to develop, deploy, and manage responsible, AI-powered applications with agility and ease. As an Inside Account Manager for the AI Product, your primary focus will be on converting self-serve users and inbound leads into paid customers, supporting the product-led growth strategy. **Primary Responsibilities:** - Respond promptly to inbound demo requests and "talk to sales" form fills, ensuring a 5-minute response time. - Evaluate and prioritize leads based on product usage data, company size, and buying signals. - Conduct discovery calls to understand use cases and identify expansion opportunities. - Direct enterprise-level opportunities to Account Executives accordingly. **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 unexplored use cases. - Address technical or process barriers hindering conversion to paid plans. **Customer Expansion:** - Identify upgrade opportunities for existing customers demonstrating usage growth. - Manage plan changes, seat additions, and feature upgrades. - Collaborate with Customer Success to mitigate churn during expansion discussions. - Upsell complementary products or higher-tier plans based on usage patterns. **Revenue Generation:** - Meet monthly/quarterly revenue targets for inbound and expansion pipeline. - Oversee sales cycle from initial contact to contract signing. - Negotiate pricing within established guidelines and discount approval processes. - Maintain accurate forecasting in CRM, tracking stage progression and close probability. **Market Intelligence:** - Obtain competitive insights from prospect interactions. - Provide feedback to the Product team on 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:** - Strong product knowledge and adeptness at delivering engaging demos. - Proficiency in data interpretation to grasp user behavior and usage patterns. - Embrace a consultative sales approach over aggressive closing tactics. - Familiarity with CRM systems (Salesforce, HubSpot) and sales engagement tools. - Understanding of SaaS metrics, pricing models, and buying processes. - Excellent written and verbal communication skills for technical and business audiences. - Availability to work in the EMEA time zone (12 PM to 9 PM). **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 among converted customers. If this role aligns with your skills and aspirations, Progress offers a stimulating work environment with opportunities for professional growth and collaboration with exceptional colleagues. In return, you can expect: - Competitive remuneration package - Employee Stock Purchase Plan Enrollment - 30 days of earned leave, plus additional days off for personal events - Comprehensive medical and insurance coverage for employees and dependents - Professional development reimbursement - Interest subsidy on loans for personal and vehicle purposes. If you feel you are a good fit for this role, we would love to discuss further with you.,