Senior Sales Manager, Public Sector Sales

🔥 17 hours ago

🇺🇸 United States – Remote

💵 $103k - $120k / year

⏰ Full Time

🟠 Senior

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Progress

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1981

🤖 Artificial Intelligence

💰 Post-IPO Equity on 1995-01

Software • Artificial Intelligence • Infrastructure Management

Progress is a software company that offers a wide range of products and services aimed at improving digital experiences, data management, and infrastructure management. The company provides AI-powered applications across its platforms, enabling businesses to develop and manage these applications efficiently. Progress offers solutions such as the Progress Data Platform for data, AI, and analytics projects, and Sitefinity for digital content and experience management. Additionally, Progress provides infrastructure management products to help streamline network and application management, as well as data connectivity tools under the DataDirect brand. The acquisition of ShareFile has expanded Progress's capabilities in secure file transfer and collaboration. With a strong focus on artificial intelligence, Progress works to deliver innovative solutions for its customers and partners across various industries.

📋 Description

• Lead, coach, and develop a team of Inside Account Executives focused on State, Local Government, and Education (SLED) • Align campaigns, account planning, and seller activity with SLED funding and procurement timelines • Drive pipeline generation, deal progression, and revenue attainment for the Public Sector market • Conduct deal reviews, pipeline inspections, and forecast calls • Help sellers navigate government procurement processes, budget cycles, RFP/RFQ requirements, contract vehicles, security and compliance requirements, and multi-stakeholder decisions • Drive account management across the existing ShareFile Public Sector customer base • Identify whitespace, expansion opportunities, additional departments or agencies, license growth, and higher-value ShareFile solution opportunities • Partner with channel and partner ecosystems to accelerate SLED opportunities • Own and deliver accurate monthly and quarterly Public Sector ShareFile forecasts • Ensure disciplined Salesforce CRM usage and sales-process adherence • Drive adoption of account planning and deal qualification methodologies, including MEDDPICC or similar frameworks • Align with broader Digital Experience sales motions and reporting expectations • Develop plans to improve performance and maximize growth from existing Public Sector customers • Collaborate with Product Management, Marketing, Channel and Partnerships, Customer Success and Renewals, Sales Engineering and Security, Legal, Finance, and Deal Desk • Monitor legislative, regulatory, security, procurement, and technology trends affecting Public Sector customers • Serve as an internal subject-matter expert and voice for the SLED market • Help shape ShareFile’s longer-term Public Sector growth strategy • Recruit, onboard, retain, and develop inside sales talent • Coach sellers on discovery, deal strategy, and sales execution • Develop strategic, multi-threaded account development and expansion capabilities • Set expectations, success metrics, and career development paths • Foster accountability, continuous improvement, and collaboration

🎯 Requirements

• 5+ years of leadership experience, ideally in inside or high-velocity SaaS, cloud, cybersecurity, enterprise software, or other technology environments • Demonstrated experience selling into or leading teams focused on the Public Sector, with strong preference for direct SLED experience • Strong understanding of State and Local Government and Education buying processes, procurement cycles, budgeting, RFP/RFQ processes, and complex stakeholder environments • Experience navigating complex enterprise sales cycles involving IT, security, procurement, legal, finance, and executive stakeholders • Familiarity with Public Sector security and compliance frameworks • GovRAMP/FedRAMP experience highly preferred • Experience working with Public Sector partners, resellers, distributors, cloud marketplaces, or government contract vehicles preferred • Ability to collaborate and influence effectively across a highly matrixed organization • Strong communication, coaching, executive presence, and strategic thinking skills • Highly collaborative and solutions-oriented leadership style • Ability to balance day-to-day sales execution with longer-term Public Sector business development and GTM strategy

🏖️ Benefits

• Medical, dental, vision, life and disability benefits • Financial benefits, including 401(k) retirement savings plan • Tuition Reimbursement program • Voluntary benefits including critical illness/hospital indemnity, identity theft protection, auto and home insurance, legal insurance, and pet insurance • Competitive salary • Uncapped commission • Employee Stock Purchase Program (ESPP) with a 27-month lookback • Flexible paid vacation time • Paid day off for your birthday • Company holidays • Variety of leave plans, including Parental Leave • Employee Assistance Program (EAP) • Employee well-being program focusing on physical, mental, and financial health • Remote work from a home office in the US