Senior Inside Account Manager, Public Sector

Progress

6d • $65,000 - $98,000 • Remote

About The Position

The Senior Inside Account Manager – Public Sector (SLED) supports Progress’s ShareFile business and manages an assigned portfolio of state, local government, and education accounts. This remote role is based from a home office in the United States and is responsible for customer retention, renewals, account expansion, new business opportunities, and revenue growth.

The position takes a strategic, consultative approach to account management, identifying growth opportunities, building relationships with multiple stakeholders, and positioning ShareFile’s secure collaboration and workflow automation solutions to address customer needs. Success involves understanding public sector purchasing processes, budget cycles, security and compliance requirements, and navigating complex sales cycles while delivering revenue results.

The role works closely with internal teams, channel resellers, and public sector procurement partners to provide a seamless customer experience, support purchasing requirements, and advance public sector go-to-market initiatives.

Requirements

• Proven experience in B2B SaaS or technology sales.
• 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.

Nice To Haves

• Experience in State, Local Government, or Education (SLED).
• 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.

Responsibilities

• Own and manage an assigned portfolio of Public Sector accounts, with accountability for retention, renewals, expansion, and revenue growth.
• Identify and execute upsell, cross-sell, and whitespace opportunities within existing accounts while pursuing new business.
• Develop strategic account plans aligned with customer priorities, organizational initiatives, and budget cycles.
• Lead end-to-end sales cycles, from discovery and solution positioning through negotiation, procurement, and close.
• Build and maintain relationships with IT leaders, department heads, procurement teams, and executive decision-makers.
• Understand customer challenges and align ShareFile solutions with operational, security, and business objectives.
• Engage customers to uncover emerging needs, increase product adoption, and identify account expansion opportunities.
• Develop and maintain a qualified pipeline to achieve quarterly and annual revenue targets.
• Provide accurate forecasts and maintain CRM hygiene, including opportunity progression, deal strategy, and risk identification.
• Manage renewal timelines, expansion opportunities, and overall account health.
• Navigate public sector procurement processes, including RFPs, RFQs, purchasing agreements, and contract vehicles.
• Collaborate with Sales Engineering, Customer Success, Renewals, Product, and other internal teams.
• 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 security, compliance, and workflow capabilities.
• Share market insights, competitive intelligence, and customer feedback to help shape Public Sector go-to-market initiatives.

Benefits

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed