Senior Sales Manager, Public Sector Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, mentor, and develop a team of Inside Account Executives concentrating on State, Local Government, and Education (SLED).

• Align campaigns, account strategies, and seller activities with SLED funding and procurement timelines.

• Drive pipeline generation, deal progression, and revenue achievement for the Public Sector market.

• Conduct deal reviews, pipeline assessments, and forecast discussions.

• Assist sellers in navigating government procurement processes, budget cycles, RFP/RFQ requirements, contract vehicles, security and compliance mandates, and multi-stakeholder decisions.

• Manage accounts within the existing ShareFile Public Sector customer base.

• Identify whitespace, expansion opportunities, additional departments or agencies, license growth, and higher-value ShareFile solution possibilities.

• Collaborate with channel and partner ecosystems to expedite SLED opportunities.

• Own and provide accurate monthly and quarterly forecasts for Public Sector ShareFile.

• Ensure disciplined usage of Salesforce CRM and adherence to the sales process.

• Promote the adoption of account planning and deal qualification methodologies, such as MEDDPICC or similar frameworks.

• Align with broader Digital Experience sales motions and reporting standards.

• Develop strategies to enhance performance and maximize growth from existing Public Sector clients.

• Work closely with Product Management, Marketing, Channel and Partnerships, Customer Success and Renewals, Sales Engineering and Security, Legal, Finance, and Deal Desk.

• Keep abreast of legislative, regulatory, security, procurement, and technology trends impacting Public Sector clients.

• Act as an internal subject-matter expert and advocate for the SLED market.

• Contribute to shaping ShareFile’s long-term Public Sector growth strategy.

• Recruit, onboard, retain, and cultivate inside sales talent.

• Coach sellers on discovery, deal strategy, and sales execution.

• Develop strategic, multi-threaded account development and expansion capabilities.

• Establish expectations, success metrics, and career development paths.

• Promote accountability, continuous improvement, and teamwork.

⛳️ Requirements

• 5+ years of leadership experience, preferably in inside or high-velocity SaaS, cloud, cybersecurity, enterprise software, or similar technology sectors.

• Proven experience selling into or managing teams focused on the Public Sector, with a strong preference for direct SLED experience.

• Comprehensive understanding of State and Local Government and Education buying processes, procurement cycles, budgeting, RFP/RFQ procedures, and complex stakeholder environments.

• Experience navigating complicated enterprise sales cycles that involve IT, security, procurement, legal, finance, and executive stakeholders.

• Familiarity with Public Sector security and compliance frameworks.

• GovRAMP/FedRAMP experience is highly preferred.

• Experience collaborating with Public Sector partners, resellers, distributors, cloud marketplaces, or government contract vehicles is preferred.

• Ability to collaborate and effectively influence within a highly matrixed organization.

• Strong communication, coaching, executive presence, and strategic thinking abilities.

• Highly collaborative and solutions-oriented leadership approach.

• Capacity to balance daily sales execution with long-term Public Sector business development and go-to-market strategy.

🏝️ Benefits

• Medical, dental, vision, life, and disability benefits.

• Financial benefits, including a 401(k) retirement savings plan.

• Tuition Reimbursement program.

• Voluntary benefits such as 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.

• A 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.