Senior Sales Manager, Public Sector Sales - ShareFile

Accountabilities: Lead, coach, and develop a team of Inside Account Executives serving State, Local Government, and Education customers. Drive consistent execution across pipeline generation, deal progression, revenue attainment, customer retention, and expansion. Align account planning, sales activity, and campaigns with SLED budgeting, funding, and procurement cycles. Conduct regular deal reviews, pipeline inspections, and forecast calls to improve sales visibility and predictability. Guide sellers through public-sector procurement processes, RFP/RFQ requirements, contract vehicles, security and compliance considerations, and multi-stakeholder buying processes. Develop proactive account-management strategies across the existing customer base, identifying whitespace, additional departments or agencies, license growth, and opportunities for higher-value solutions. Partner with resellers, distributors, cloud marketplaces, and other channel partners to identify and accelerate opportunities. Own accurate monthly and quarterly sales forecasting for the Public Sector business. Drive disciplined Salesforce usage, pipeline hygiene, account planning, and deal qualification using MEDDPICC or comparable enterprise sales methodologies. Develop actionable plans to improve team performance and maximize growth within the existing customer portfolio. Collaborate with Product Management, Marketing, Channel, Customer Success, Sales Engineering, Security, Legal, Finance, and Deal Desk teams to advance customer opportunities. Monitor legislative, regulatory, procurement, security, and technology trends that may affect public-sector customers and sales opportunities. Serve as an internal subject-matter resource on SLED markets and contribute to longer-term public-sector growth and go-to-market strategies. Coach sellers on discovery, deal strategy, strategic account development, multi-threading, and expansion opportunities. Recruit, onboard, retain, and develop sales talent while establishing clear expectations, performance metrics, and career-development paths. Foster a culture centered on accountability, collaboration, continuous improvement, and strong sales execution. Requirements 5+ years of leadership experience, preferably within inside sales or high-velocity SaaS, cloud, cybersecurity, enterprise software, or related technology environments. Demonstrated experience selling into or leading teams serving Public Sector customers, with direct State, Local Government, and Education experience strongly preferred. Strong understanding of SLED buying processes, procurement cycles, budgeting, RFP/RFQ processes, contract structures, and complex stakeholder environments. Experience navigating enterprise sales cycles involving IT, security, procurement, legal, finance, and executive stakeholders. Familiarity with Public Sector security and compliance requirements and the ability to translate compliance investments into customer and business value. GovRAMP or FedRAMP experience is highly preferred. Experience working with Public Sector partners, resellers, distributors, cloud marketplaces, or government contract vehicles is preferred. Strong understanding of account planning, pipeline management, forecasting, and enterprise sales methodologies such as MEDDPICC. Ability to collaborate and influence effectively within a highly matrixed organization. Excellent communication, coaching, strategic thinking, and executive presence. Strong commercial and analytical judgment, with the ability to balance day-to-day sales execution with longer-term market development and go-to-market strategy. Highly collaborative, solutions-oriented leadership style and a demonstrated ability to develop high-performing sales teams. Familiarity with public-sector considerations such as data security, records management, secure external collaboration, AI adoption, and cloud strategy. Benefits Base salary range of $103,000–$120,000 . Eligibility for a commission plan with potential compensation of up to $145,000 at plan ; commission is uncapped. Medical, dental, and vision coverage. Life and disability benefits. 401(k) retirement savings plan. Employee Stock Purchase Program (ESPP) with a 27-month lookback. Tuition reimbursement. Additional voluntary benefits, including critical illness/hospital indemnity, identity theft protection, auto and home insurance, legal services, and pet insurance. Flexible paid vacation time. Paid birthday day off and company holidays. Parental and other leave programs. Employee Assistance Program and well-being resources supporting physical, mental, and financial health. Remote work from a U.S. home office, with preference for Eastern or Central time zones. Opportunity to lead and develop a Public Sector sales organization while contributing to broader go-to-market strategy.