Federal & SLED GTM Lead: Data, AI & Gov Solutions

• Develop and lead GTM strategy for Progress Federal and SLED markets—aligning with business objectives, sales priorities, and compliance requirements
• Create compelling messaging and positioning that articulates how Progress solutions address federal and state government challenges in data modernization, AI enablement, and mission-critical decision support
• Enable the field and partners with tailored value propositions, battle cards, and sales tools optimized for government buyers and procurement cycles
• Collaborate with demand generation and campaigns teams to craft targeted programs, content, and events that resonate with federal decision-makers, systems integrators, and contractors
• Conduct market and competitive analysis to identify trends, whitespace opportunities, and evolving requirements in the federal data and AI ecosystem
• Act as product evangelist—presenting at events, webinars, and customer briefings to elevate Progress’s visibility and thought leadership in the public sector
• Partner with product management to influence roadmap decisions based on market feedback and customer needs within regulated environments
• Establish and maintain alignment across executive stakeholders through structured communication, documented decisions, status reporting, and proactive management of priorities, dependencies, risks, and approvals
• Independently manage multiple concurrent initiatives, ensuring deliverables are completed on schedule, risks are escalated early, and stakeholders remain informed of progress and changes

• 6–10 years of product marketing experience in B2B enterprise software or SaaS, ideally with data, analytics, or AI-driven platforms
• 3–5 years of experience marketing to U.S. Federal and/or SLED markets, with understanding of federal procurement processes, compliance frameworks (FedRAMP, IL5, etc.), and key agency personas
• Proven ability to develop and articulate GTM strategy, including market segmentation, positioning, messaging, buyer journeys, and sales enablement, while distinguishing strategic direction from campaign execution and marketing activities
• Experience supporting sales and partner ecosystems across multi-stakeholder, long-cycle government opportunities
• Willingness and ability to travel to industry events, customer meetings, and partner engagements; comfortable engaging directly with customers, prospects, and public sector stakeholders
• Strong cross-functional collaboration, storytelling, and analytical skills
• Exceptional written communication skills with demonstrated ability to create executive-ready presentations, strategy documents, stakeholder updates, and customer-facing content with minimal direction
• Demonstrated track record of operating independently in fast-paced environments, exercising sound judgment, proactively resolving ambiguity, and driving work to completion without extensive oversight
• Bachelor’s degree in marketing, business, or related field (MBA a plus)

Demonstrates expertise in developing and leading go-to-market strategies for federal and SLED markets, with a strong focus on compliance requirements and sales enablement. Proven ability to create compelling messaging and positioning that resonates with government stakeholders and drives engagement.

• GTM Strategy Development
• Federal Procurement Processes
• Market Segmentation
• Sales Enablement
• Cross-Functional Collaboration

• Product Marketing
• Data Modernization
• AI Enablement
• Market Analysis
• Messaging Development
• Sales Tools Creation
• Stakeholder Management
• Competitive Analysis
• Buyer Journey Mapping
• Regulatory Compliance

• Storytelling
• Analytical Skills
• Written Communication
• Proactive Problem Solving
• Independent Work

• Bachelor’s Degree in Marketing
• MBA

• B2B Enterprise Software
• SaaS
• Federal Markets
• SLED Markets
• FedRAMP
• IL5
• Public Sector
• Data Analytics
• Customer Engagement
• Procurement Cycles