Senior Sales Manager, Public Sector Sales - ShareFile

We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease.  
 
We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Sales Manager and help us do what we do best: propelling business forward.  This will be specific to our ShareFile product and lead our Public Sector Inside Sales team within the Digital Experience (DX) business.  This will be a remote role working out of your home office in the US, though due to team location, we'd prefer folks to be in EST or CST.

• Lead, coach, and develop a team of Inside Account Executives focused on State, Local Government, and Education (SLED)
• Understand SLED budget and buying cycles and help the organization proactively align campaigns, account planning, and seller activity to customer funding and procurement timelines.
• Drive consistent execution of pipeline generation, deal progression, and revenue attainment (net new + expansion) within the Public Sector market
• Conduct regular deal reviews, pipeline inspections, and forecast calls to ensure accuracy and predictability
• Help sellers navigate the unique complexities of Public Sector sales, including government procurement processes, budget cycles, RFP/RFQ requirements, contract vehicles, security and compliance requirements, and multi-stakeholder decision processes.
• Drive a proactive account management strategy across the existing ShareFile Public Sector customer base, identifying whitespace, expansion opportunities, additional departments or agencies, license growth, and opportunities to move customers into higher-value ShareFile solutions.
• Partner closely with the channel and partner ecosystem to identify and accelerate opportunities within SLED accounts.

• Own and deliver accurate monthly and quarterly forecasts for the Public Sector ShareFile business
• Instill disciplined use of CRM (Salesforce) and sales processes for pipeline hygiene and visibility
• Drive consistent adoption of account planning and deal qualification methodologies, including MEDDPICC or similar enterprise sales frameworks.
• Ensure alignment with broader DX sales motions and reporting expectations 
• Develop actionable plans to improve performance and maximize growth from ShareFile's existing Public Sector customer base.

• Product Management: Public Sector requirements, roadmap priorities, customer feedback, security, and compliance needs.
• Marketing: SLED-specific campaigns, messaging, events, account-based programs, and lead-generation strategies.
• Channel & Partnerships: Resellers, distributors, cloud marketplaces, contract vehicles, and other routes to market relevant to government and education customers.
• Customer Success & Renewals: Retention, adoption, expansion, customer health, and strategic renewal planning.
• Sales Engineering & Security: Technical validation, architecture, compliance requirements, and complex customer evaluations.
• Legal, Finance & Deal Desk: Public Sector contracting, procurement requirements, pricing, and complex deal structures.

• Monitor legislative, regulatory, security, procurement, and technology trends that could create opportunities or risks within ShareFile's Public Sector customer base.
• Serve as a subject-matter expert and internal voice for the SLED market, helping shape ShareFile's longer-term Public Sector growth strategy.
• Understand how requirements such as GovRAMP, data security, records management, secure external collaboration, AI implementation, and cloud strategy influence Public Sector buying decisions

• Recruit, onboard, and retain top inside sales talent required to succeed in complex Public Sector environments
• Provide ongoing coaching on discovery, deal strategy, and sales execution
• Develop sellers' ability to move beyond transactions account management toward strategic, multi-threaded account development and expansion
• Set clear expectations, success metrics, and career development paths for team members
• Foster a culture of accountability, continuous improvement, and team collaboration

• 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 and the ability to translate compliance investments into customer and business value; GovRAMP/FedRAMP experience is highly preferred.
• Experience working with Public Sector partners, resellers, distributors, cloud marketplaces, or government contract vehicles is 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 leader who can balance day-to-day sales execution with longer-term Public Sector business development and GTM strategy.

Base Salary Range: $103,000 - 120,000
This position is also eligible to participate in our commission plan (up to $145k at plan). Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package, with details below.