Senior Inside Account Manager, Public Sector

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 Inside Account Manager – Public Sector (SLED) supporting our ShareFile business and help us do what we do best: propelling business forward. This will be a remote role working out of your home office in the United States.

The Senior Inside Account Manager – Public Sector (SLED) is responsible for driving customer retention, expansion, and new business opportunities across an assigned portfolio of state, local government, and education accounts.

This role requires a strategic, consultative approach to account management, with an emphasis on identifying growth opportunities, building relationships across multiple stakeholders, and positioning ShareFile's secure collaboration and workflow automation solutions to address evolving customer security needs.

Success requires an understanding of public sector purchasing processes, budget cycles, security and compliance requirements, and the ability to navigate complex sales cycles while consistently delivering revenue results.

In this role, you will own:

Revenue & Account Ownership

• Own and manage an assigned portfolio of Public Sector accounts, accountable for customer retention, renewals, expansion, and revenue growth.
• Identify and execute upsell, cross-sell, and whitespace opportunities across existing accounts while proactively pursuing new business.
• Develop strategic account plans aligned to customer priorities, organizational initiatives, and budget cycles.
• Lead end-to-end sales cycles, from discovery and solution positioning through negotiation, procurement, and close.

Strategic Customer Engagement

• Build and maintain multi-threaded relationships with key stakeholders, including IT leadership, department heads, procurement teams, and executive decision-makers.
• Act as a trusted advisor by understanding customer challenges and aligning ShareFile solutions to operational, security, and business objectives
• Proactively engage customers to uncover emerging needs, increase product adoption, and identify opportunities for account expansion.

Pipeline Management & Forecasting

• Develop and maintain a healthy, qualified pipeline to consistently achieve quarterly and annual revenue targets.
• Deliver accurate forecasting and maintain CRM hygiene, including opportunity progression, deal strategy, and risk identification.
• Demonstrate strong ownership of renewal timelines, expansion opportunities, and overall account health.
• Navigate public sector procurement processes, including RFPs, RFQs, purchasing agreements, and contract vehicles.

Cross-Functional & Partner Collaboration

• Collaborate with Sales Engineering, Customer Success, Renewals, Product, and other internal teams to deliver a seamless customer experience.
• Partner with channel resellers and public sector procurement partners to support customer purchasing requirements and accelerate deal execution.
• Leverage internal subject matter experts to position ShareFile's advanced security, compliance, and workflow capabilities.
• Share market insights, competitive intelligence, and customer feedback to help shape Public Sector go-to-market initiatives.

Your Background

• Proven experience in B2B SaaS or technology sales, preferably within State, Local Government, or Education (SLED).
• Demonstrated success managing and growing an existing book of business while identifying and closing new revenue opportunities.
• Experience navigating complex, multi-stakeholder sales cycles and building relationships with technical and executive decision-makers.
• Strong understanding of account planning, pipeline development, forecasting, and consultative selling methodologies.
• Excellent communication, negotiation, organizational, and relationship-management skills.

Additionally, it would be beneficial if you have:

• Familiarity with public sector procurement processes, budget cycles, RFPs, and cooperative purchasing contracts.
• Understanding of public sector security and compliance considerations, including HIPAA, and GovRAMP.
• Experience working with channel partners, resellers, and public sector purchasing cooperatives.

Success Measures

• Achievement of quarterly and annual renewal, expansion, and revenue targets.
• Strong customer retention and NRR growth across the assigned account portfolio.
• Consistent pipeline generation, opportunity progression, and forecast accuracy.
• Increased adoption of ShareFile's advanced solutions and expansion into additional departments or use cases.
• Development of trusted, long-term customer relationships and measurable account growth.

Base Salary Range: $65,000- $98,000
This position is also eligible to participate in our commission plan (same range as the base).  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. 

If this sounds like you and fits your experience and career goals, we’d be happy to chat.    

What we offer in return is the opportunity to experience a great company culture with wonderful colleagues to learn from and collaborate with and also to enjoy:  

• Medical, dental, vision, life & disability, and financial benefits, including a 401(k) retirement savings plan, tuition reimbursement program, and optional benefits such as critical illness/hospital indemnity/personal accident, identity theft protection, auto & home insurance, legal insurance, and pet insurance.
• Competitive salary and incentive compensation opportunities, including bonus or uncapped commission (as applicable to the position), along with a best-in-class Employee Stock Purchase Program (ESPP) featuring a 27-month lookback.
• Flexible paid vacation time, a paid day off for your birthday, company holidays, and a variety of leave programs, including Parental Leave.
• Employee Assistance Program (EAP) and employee well-being resources focused on physical, mental, social, and financial health.

Apply Now

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