Manager, Experience Cloud Specialists

Accountabilities:: Lead, coach, and develop a team of Experience Cloud Specialists, Senior Specialists, and Operations Specialists, establishing clear performance expectations, development plans, and career progression opportunities. Establish effective team operating rhythms, including regular meetings, individual coaching sessions, pipeline reviews, forecasting, territory planning, and strategic account discussions. Drive customer adoption and platform growth strategies, identifying opportunities for cloud migrations, legacy solution replacements, upgrades, renewals, and expansion initiatives. Coach team members on consultative selling, customer discovery, executive engagement, solution positioning, commercial strategy, and opportunity management. Develop customer-specific platform strategies that connect government priorities with technology capabilities, AI-powered solutions, data insights, and measurable business outcomes. Oversee pipeline health, opportunity qualification, forecasting, prioritization, and reporting, ensuring leadership has clear visibility into performance, risks, and growth opportunities. Support complex and high-value customer opportunities, providing strategic guidance and coordinating cross-functional resources to overcome challenges and accelerate decisions. Ensure operational teams effectively support pricing analysis, quotations, contracts, renewals, commercial scenarios, CRM accuracy, and transaction execution. Build strong relationships across Sales, Customer Success, Product, Solution Consulting, Finance, Legal, Operations, and executive leadership to improve collaboration and customer outcomes. Develop and continuously improve sales methodologies, playbooks, engagement frameworks, enablement resources, reporting standards, and scalable operating processes. Leverage customer insights, performance data, automation, and AI-enabled workflows to improve team productivity, operational efficiency, and decision-making while maintaining appropriate human oversight. Represent the team in executive meetings, customer engagements, strategic workshops, industry events, and internal training sessions while promoting a culture of accountability, innovation, and continuous improvement. Requirements: Minimum of 5 years of experience in government technology, SaaS, public-sector consulting, customer success, solution consulting, strategic sales, account management, or a related field. At least 2 years of experience managing customer-facing teams or leading significant cross-functional programs. Proven track record of driving customer growth, platform adoption, cloud migrations, technology modernization, renewals, upgrades, and expansion initiatives. Demonstrated experience coaching professionals in consultative discovery, executive engagement, platform positioning, and commercial opportunity management. Strong understanding of sales pipeline management, forecasting, opportunity qualification, recurring revenue models, and commercial performance. Solid knowledge of state and local government operations, procurement processes, organizational structures, and public-sector technology modernization priorities. Experience developing operational frameworks, sales methodologies, governance structures, playbooks, training programs, and scalable processes. Demonstrated ability to lead cross-functional initiatives, influence stakeholders without direct authority, and coordinate complex projects. Strong analytical, research, and problem-solving skills, with the ability to translate customer and business data into actionable strategies. Excellent communication, presentation, facilitation, negotiation, and change-management skills, including the ability to engage confidently with senior executives and government leaders. Working knowledge of SaaS contracting, pricing, quoting, renewals, product transitions, Salesforce, and recurring-revenue processes. Familiarity with AI-enabled workflows, business automation, and operational transformation is preferred. Experience working directly with state or local government customers is highly desirable. Knowledge of government-focused SaaS platforms and customer lifecycle management is an advantage. Relevant training or certifications in leadership, consultative selling, value selling, customer success, or change management are considered a plus. Commitment to continuous learning, collaboration, customer focus, responsible AI adoption, and professional development. Benefits: Competitive annual salary ranging from $104,000 to $135,000 USD . Competitive bonus opportunities. Fully remote-first working environment. Flexible Time Off (FTO) to support work-life balance. Company-wide paid wellbeing days. Work-from-home reimbursement to support your home office. Multiple healthcare plan options, including a 100% employer-paid medical plan. Employer contributions to Health Savings Accounts (HSA), where applicable. Fitness reimbursement program. Access to on-demand mental health resources, including Headspace. Paid parental leave for birthing and non-birthing parents. Traditional and Roth 401(k) retirement plans with a generous employer match. Employer-paid life and accidental death and dismemberment (AD&D) insurance. Access to online learning platforms and professional development opportunities. Inclusive and collaborative workplace culture supported by employee resource groups and wellness communities. Opportunities to contribute to meaningful public-sector technology initiatives that improve government services and communities.