Senior Manager - Government Sales

TDS•Madison, WI

20h•Hybrid

About The Position

The Senior Manager - Government Sales is responsible for leading and expanding the company’s Government & Education (GEM) sales channel across a multi-state territory, with full accountability for revenue growth, strategic pipeline development, market penetration, and long-term business expansion within State, Local Government, and Education (SLED) markets. This leader will drive the vision, strategy, and execution necessary to accelerate growth in highly competitive public-sector environments while strengthening the company’s position as a premier provider of connectivity, fiber, and technology solutions. This role requires a proven sales executive who combines operational rigor with strategic market insight to successfully navigate complex procurement processes, public funding mechanisms, contract vehicles, and competitive bid environments. The Senior Manager will identify emerging market opportunities, develop targeted growth strategies, and build sustainable customer relationships that drive measurable business outcomes. As a key member of the commercial leadership team, this individual will design and execute a differentiated go-to-market strategy, lead and develop a high-performing sales organization, and foster strong cross-functional collaboration across sales, marketing, operations, engineering, and product teams. The successful candidate will bring deep expertise in public-sector sales, disciplined capture and opportunity management practices, and a track record of influencing stakeholders at all levels to achieve ambitious growth objectives. This position plays a pivotal role in advancing the company’s fiber expansion strategy, increasing market share, and securing mission-critical opportunities that support long-term growth and competitive advantage across the public sector. The Senior Manager - Government Sales role will be a hybrid position and preference will be given to candidates located in the following markets: Appleton, WI; Berthoud, CO; Billings, MT; Madison, WI; Meridian, ID; Spokane, WA; St. George, UT.

Requirements

Bachelor’s degree (or higher) -OR- 4+ years professional work experience.
8+ years of strategic sales or sales leadership experience.
5+ years of experience selling into public sector (SLED or Federal).

Nice To Haves

Experience leading high-performing, quota-carrying sales teams and balancing strategic leadership with hands-on execution preferred.
Proven track record of meeting or exceeding revenue targets in complex, long sales cycle environments.
Strong command of pipeline management, forecasting, and CRM discipline.
Experience managing large, complex deals ($500K–$10M+).
Extensive experience with public sector procurement processes, including RFP’s, contract vehicles, and compliance requirements.
Experience building or transforming a sales channel or vertical.
Knowledge of government funding programs (E-Rate, broadband grants) and strong executive presence with ability to engage senior-level government stakeholders.
Experience in fiber-based connectivity, managed services solutions and preferably in telecommunications or technology.
Valid driver’s license and ability to travel within assigned markets.

Responsibilities

Own GEM business performance, including quota attainment, pipeline coverage (3–5x), territory management, and long-range growth planning aligned to public sector funding cycles (E-Rate, grants).
Build, lead, and scale a high-performing Government & Education sales team; drive rigorous pipeline management, forecast discipline, and performance accountability.
Recruit, develop, and manage top talent.
Develop and execute a targeted SLED market strategy, including account segmentation, targeting, territory design, and prioritization across fiber, ILEC, and competitive markets.
Lead and oversee deal execution for complex public sector opportunities, including Request for Proposals (RFPs), Request for Information (RFIs), cooperative contract negotiations, and master service agreements; improve win rates through structured deal strategy and capture management.
Partner cross-functionally with internal teams to ensure alignment on government solutions, compliance, and service delivery to meet public sector requirements.