Senior Manager, Sales - DoD + Intelligence Community

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 Manager, Sales for the DoD and Intelligence Community team within Progress Federal Solutions and help us do what we do best: propelling mission forward. This will be a hybrid role so working between your home office and our PFS Vienna VA location.

Progress Federal Solutions is a wholly‑owned subsidiary of Progress Software, a publicly held company building products that impact millions of people every day. Across the globe, Progress technology has been used to discover new medicines, run the world’s financial systems, prevent terrorism, and much more.

Progress Federal Solutions focuses on servicing the U.S. government and public sector. Our portfolio includes the Mark Logic and Progress Data Platform, Semaphore semantic AI, Kemp Load Master, MOVEit secure file transfer, and Sitefinity - deployed across the DoD, Intelligence Community, federal civilian agencies, and SLED. To learn more visit

The position is principally responsible for driving sales growth and achievement of overall business goals across the Department of Defense and the Intelligence Community for Progress Federal Solutions. This will be achieved through the cross‑functional creation of business plans and the direct execution of those plans in full alignment with PFS corporate objectives, the federal go‑to‑market model, and the Progress Ecosystem.

The successful candidate will lead a team of 4+ Account Executives responsible for a significant revenue portfolio across the DoD and Intelligence Community.

The successful candidate must have a "hands on" approach and be actively involved in the larger and more complex sales opportunities, leading from the front, not the back office. This role demands an individual who can develop and deepen relationships with mission stakeholders, program offices, integrators, and the SI community that surrounds DoD and IC programs. The sales model is a mix of landing new mission wins and expanding within existing programs through upsell and cross‑sell across the Progress Federal Solutions portfolio.

This role is responsible for managing and leading the DoD/IC sales team by providing a clear vision and focus, providing solid and aggressive mission penetration strategies, leveraging Progress sales processes, and building a full pipeline of qualified federal opportunities. The position will also ensure alignment across other functions;
Federal Marketing, Channel and Partner Programs, Finance, Legal, Professional Services, Contracts, and People Team to ensure success. Maximizing efficiencies through the successful adoption of Progress systems, tools, and processes.

• Deliver financial results and customer goals in line with the overall strategic vision and execution plan as agreed with the Sr. Director of Sales, Progress Federal Solutions.
• Provide and align the DoD/IC sales team around the strategic goals and critical initiatives needed to ensure focus and successful attainment of both.
• Improve effectiveness and efficiency to increase productivity and scale sales performance across the DoD and IC.
• Deliver and drive detailed growth‑oriented business plans, including penetration of focused mission areas across the Combatant Commands, military services (Army, Navy, Air Force, Space Force, Marines), DISA, DLA, the 4th Estate, and the Intelligence Community (ODNI, CIA, NSA, DIA, NGA, NRO and their components).
• Build a solid, reliable sales pipeline focused on enterprise mission/value selling, enforcing solid sales processes that provide a disciplined approach for successful solutions selling, and establish accurate sales revenue forecasting procedures.
• Identify and cultivate key SI, channel, and alliance relationships that drive revenue opportunities and ensure customer success through deployment.
• Drive smart…