Sales Manager, Sales Development (SDR)

OpenGov is the leader in AI and ERP solutions for local and state governments in the U.More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the OpenGov Public Service Platform to operate efficiently, adapt to change, and strengthen the public trust. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data. These solutions come together in the OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync. Learn about OpenGov’s mission to power more effective and accountable government and the vision of high-performance government for every community at OpenGov.com.

As an integral part of the Sales Team, the SDR Manager at OpenGov leads a high-performing team of Sales Development Representatives (SDRs) to drive new business acquisition and customer upsells within the government sector. This role involves managing a team of 8-10 direct reports, with a strong emphasis on their professional development. The SDR Manager is responsible for not only achieving team targets but also cultivating future Account Executives, Customer Success Managers, Solution Engineers, and sales leaders. The role represents a strategic leadership position, focusing on both operational excellence and long-term talent development within the sales organization.

Provide guidance and strategic direction to align their prospecting efforts with company objectives and target markets..

Monitor and analyze team performance metrics, providing detailed reports and actionable insights to stakeholders. Implement strategies for continuous improvement and address any performance issues.

Hold a personal monthly quota and drive the SDR team to consistently meet or exceed this goal.

Partner with Marketing and Demand Generation teams to develop and execute effective prospecting strategies, identifying high-potential leads and upsell opportunities.

Conduct weekly one-on-one and team meetings to offer training, support, and career development for SDRs. Foster a culture of continuous learning to prepare SDRs for future roles, including Account Executives and Customer Success Managers.

Work closely with the Director, Sales Development to refine processes, training programs, and team culture to optimize results and develop future sales leaders.

Assist in onboarding and training new team members ensuring they are well-prepared for their roles. Participate in interviewing, assessing candidates, and making hiring decisions based on performance potential and cultural fit.

Conduct interviews, assess candidates, and make hiring decisions based on performance potential and cultural fit.

Bachelor’s degree strongly preferred in Business, Finance, Accounting, or a related field .

3-5 years of experience in quota-achieving sales or business development roles, preferably in the technology or software industry, with a background as an SDR or Team Lead.

Demonstrated leadership experience with a track record of coaching, mentoring, and developing team members.

Deep understanding of the sales processes, preferably in SaaS or the government sector.

Proven track record of meeting sales quotas and contributing to team goals.

Proficiency in CRM software, preferably Salesforce.com.

Prior experience with cold calling or sales bootcamp training is advantageous.

Passionate about the intersection of sales and technology and its societal impact.

Self-motivated, creative, results-driven, solution-oriented, and competitive.

Ability to develop and execute strategic plans, manage performance, and drive continuous improvement.

On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.

At OpenGov, public service is personal. We are passionate about our mission to power more effective and accountable government. Government that operates efficiently, adapts to change, and strengthens public trust. The next great wave of innovation is unfolding with AI, and it will impact everything—from the way we work to the way governments interact with their residents. Join a trusted team with the passion, technology, and expertise to drive innovation and bring AI to local government. We’ve touched 2,000 communities so far, and we’re just getting started.

OpenGov is headquartered in San Francisco and has offices in Atlanta, Boston, Chicago, Dubuque, Dallas, and Pune.

We pride ourselves on our performance-based culture, where every employee is encouraged to jump in head-first and take action to help us improve. Excellent performance is recognized and rewarded, and we love to promote from within.

Flexible vacation policy and paid company holidays

Professional development and growth opportunities

A collaborative office environment with weekly catered lunches.