Senior Sales Manager, Public Sector Sales

Progress

. Lead, coach, and develop a team of Inside Account Executives focused on State, Local Government, and Education (SLED) .

Posted 9/23/2026full-timeRemote • United StatesSenior💰 $103,000 - $120,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive leadership in managing Inside Account Executives within the Public Sector, particularly in State, Local Government, and Education (SLED). Proficient in navigating complex sales cycles, procurement processes, and compliance frameworks while driving revenue growth and strategic account development.

Highest-signal resume keywords

Public Sector Sales LeadershipSLED Market ExpertiseSalesforce CRM ProficiencyGovRAMP/FedRAMP FamiliarityStrategic Account Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Pipeline GenerationDeal ProgressionRevenue AttainmentAccount ManagementSales Process AdherenceRFP/RFQ RequirementsBudgeting ProcessesSales Methodologies (MEDDPICC)ForecastingCompliance Frameworks

Soft Skills

CoachingStrategic ThinkingCollaborationCommunicationInfluencing

Tools & Technologies

Salesforce CRMShareFile SolutionsCloud MarketplacesGovernment Contract Vehicles

Industry Keywords

Public SectorState and Local GovernmentEducationCybersecurityEnterprise SoftwareTechnology EnvironmentsProcurement CyclesComplex Stakeholder EnvironmentsSecurity and ComplianceLegislative Trends

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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