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Salary: USD 280,000 - 300,000 / annual
OpenGov is seeking a Director of Sales to lead a regional sales team focused on acquiring new customers and driving revenue growth in the public sector software space. The company provides AI and ERP solutions to over 2,000 local and state governments, school districts, and special districts across the U.S., with category-leading products in enterprise asset management, procurement, accounting, budgeting, billing, permitting, and transparency.
In this role, you will recruit, hire, develop, and mentor a team of field sales executives while directly managing complex enterprise sales cycles. Key responsibilities include setting regional sales strategy, coaching account executives to balance hunter and consultative selling approaches, forecasting performance within 10% accuracy, and maintaining a hands-on presence in the field. You will work collaboratively across SDR, product, marketing, operations, professional services, and customer success teams to meet aggressive revenue targets and uphold OpenGov's values of integrity and customer service.
You will help your team develop territory strategies, manage multiple simultaneous engagements, identify and negotiate major opportunities, and apply sales frameworks to qualify and improve pipeline visibility. The role requires becoming deeply familiar with OpenGov's product suite, the government technology market, and competitive landscape. You will set the cultural tone for your region, fostering accountability and success-oriented behaviors while exemplifying open communication and creativity.
Requirements include a minimum of 8 years of direct B2B SaaS enterprise software sales experience selling to VP, SVP, and C-level executives, plus a proven track record managing high-growth sales teams. A bachelor's degree in business or related field is required. You must be comfortable with 50%+ travel and have demonstrated success meeting and exceeding revenue quotas in field sales roles. Strong CRM experience (ideally Salesforce), excellent communication and presentation skills, and a passion for developing people are essential.
