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.
In this role, you will:
Team Leadership & Sales Execution- 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.
Forecasting & Operational Excellence- 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.
Cross-Functional Collaboration (Critical to Success)Act as a key stakeholder across the ShareFile product line, collaborating with: - 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.
Product & Market Leadership- 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
Coaching, Talent Development & Culture- 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
Your background: - 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.
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 401(k) retirement savings plan. Tuition Reimbursement program. Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance.
- Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback
- Flexible paid vacation time, paid day off for your birthday, and company holidays. A variety of leave plans, including Parental Leave.
- Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health.
Apply now!
#LI-remote
