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Account Manager

May 29, 2026

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: <div> New Business Development and Territory Growth <ul> <li>Conduct daily outbound phone prospecting as a core and non-negotiable part of the role</li> <li>Follow up on conference connections, networking activity, referrals, and event leads consistently and promptly</li> <li>Attend industry conferences, government procurement events, and networking functions regularly as a primary business development strategy</li> <li>Hunt for new sales opportunities within assigned territories, markets, and professional networks</li> <li>Develop and execute a territory sales plan covering priority prospects, procurement pathways, budget cycles, and decision-makers</li> <li>Recommend conferences, networking events, and market engagement strategies to the Sales Manager and develop a follow-up plan for each</li> <li>Communicate Assura’s value proposition including its cybersecurity-only focus, managed services capabilities, and public sector experience</li> </ul> Book of Business Management and Renewals <ul> <li>Serve as the primary sales relationship owner for all assigned accounts</li> <li>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</li> <li>Initiate the renewal process at least 120 days before contract expiration</li> <li>Provide pricing change notifications to clients at least 90 days before contract expiration</li> <li>Escalate renewal risks, delays, or unresponsive clients to the Sales Manager promptly</li> </ul> Pipeline Management, Forecasting, and Deal Execution <ul> <li>Meet assigned quarterly and annual sales goals, with a standard planning target of $1,000,000 annually</li> <li>Maintain a qualified pipeline at 5x the assigned annual sales target</li> <li>Target two discovery meetings per week and four to five new qualified opportunities per month</li> <li>Complete the first sale within six months of start date</li> <li>Participate in pipeline reviews, forecast meetings, and opportunity strategy discussions</li> </ul> CRM and Sales Process Execution <ul> <li>Maintain complete and accurate records in HubSpot for all accounts, prospects, opportunities, proposals, contracts, and renewals</li> <li>Document all phone outreach, conference activity, and networking follow-up in HubSpot so pipeline activity is fully visible to sales leadership</li> <li>Generate proposals and contracts through Assura’s approved systems including PandaDoc</li> <li>Apply pricing authority responsibly and escalate any adjustment greater than 5% through the approved internal process</li> <li>Become proficient in HubSpot, PandaDoc, ZoomInfo, Crystal, and other assigned sales tools</li> </ul> Sales Enablement and Continuous Development <ul> <li>Complete all assigned onboarding and ongoing sales training</li> <li>Collaborate with Marketing to develop and refine sales materials, outreach campaigns, and event collateral</li> <li>Provide field feedback on client pain points, market objections, and competitive positioning</li> <li>Maintain current knowledge of Assura’s service offerings, cybersecurity trends, and assigned market dynamics</li> </ul> </div> Qualifications:<div> <ul> <li>5 or more years of experience selling technology services in cybersecurity, managed services, IT services, cloud services, or consulting</li> <li>Demonstrated comfort and consistency with high-volume outbound phone prospecting as a primary sales activity</li> <li>Demonstrated ability to build a pipeline through conferences, networking events, and in-person relationship development</li> <li>Demonstrated ability to prospect, build relationships with new buyers, qualify opportunities, and close new business</li> <li>Experience managing an assigned book of business and meeting quarterly and annual sales targets</li> <li>Strong consultative selling skills with the ability to uncover client needs, budget pathways, and decision processes</li> <li>Experience using a CRM to manage pipeline, forecast sales, and support proposal and contract generation</li> <li>Strong written and verbal communication skills</li> <li>Experience selling to or supporting public sector clients including state and local government, K-12, higher education, or airports</li> <li>Experience with public sector procurement vehicles, RFPs, cooperative contracts, or government contracting processes</li> </ul> </div> Preferred Qualifications: <div> <ul> <li>Experience selling for a Managed Service Provider (MSP) or Managed Security Services Provider (MSSP)</li> <li>Experience selling cybersecurity advisory, managed security, GRC, SOC, SIEM/XDR, MDR, vulnerability management, penetration testing, or compliance services</li> <li>Experience selling subscription-based, recurring revenue, or retainer-based service offerings</li> <li>Familiarity with cybersecurity frameworks such as NIST, CMMC, HIPAA, PCI DSS, CJIS, or ISO 27001</li> <li>Experience using HubSpot, PandaDoc, ZoomInfo, or Crystal</li> <li>Existing relationships in Virginia, SLED markets, airports, local government, schools, or higher education</li> </ul> </div> <h3>Compensation and Benefits:</h3> <ul> <li>Competitive base salary commensurate with experience</li> <li>Uncapped commission with earning potential tied directly to performance </li> <li>Assura pays 100% of employee premiums for health, dental, and vision insurance </li> <li>401(k) with company match</li> <li>Company-paid life and disability insurance </li> <li>Paid time off and paid holidays </li> <li>Remote work flexibility</li> </ul> <h3>Equal Opportunity Employment</h3> 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.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

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When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

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