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Salary: USD 110,000 - 125,000 / annual
OpenGov is seeking a Manager of Sales Development to lead a team of 12-15 SDRs across Mid-Market, Enterprise, and Strategic sales motions. This is a player-coach role focused on building and developing sales talent while driving quota attainment.
Key Responsibilities:
- Lead and coach a team of 12-15 SDRs to hit individual and team quotas, aligning prospecting efforts with company objectives and target markets
- Own monthly quota management and drive consistent achievement or exceeding of team goals
- Establish and run a structured cadence including weekly 1:1s, standups, and call reviews; build a culture of continuous learning that prepares SDRs for advancement into AE, CSM, SE, and leadership roles
- Monitor team performance metrics, surface actionable insights to stakeholders, drive continuous improvement, and address performance issues directly
- Partner cross-functionally with Marketing, Demand Gen, AEs, and regional sales leaders to build prospecting strategies and identify high-potential pipeline
- Work with the Sr. Director of Sales Development to refine processes, training, and team culture; develop the next wave of sales leaders
- Own hiring, interviewing, assessment, and onboarding to ensure new reps ramp quickly and are set up for success
OpenGov serves 2,000+ local and state governments with AI and ERP solutions. The company has a strong internal promotion culture—75% of SDRs are promoted internally, and the SDR org delivered 30 internal promotions in 2025 while growing 200% year-over-year. This role offers high growth potential as one of OpenGov's fastest-growing hubs.
Requirements:
- Proven track record of coaching, mentoring, and developing sales reps, with examples of people you've helped get promoted or turn around their performance
- 3–5 years in quota-carrying sales or business development, preferably in SaaS or tech, with experience as an SDR/BDR or team lead
- True player-coach mentality: willing to ensure SDRs hit quotas and stay motivated in a high-activity, in-person environment
- Fluency in Salesforce and ability to coach on real calls using Gong
- Enthusiasm for AI and its applications in government; forward-leaning on using AI and tooling to improve team efficiency
- Self-motivated and competitive; able to set energy on the floor and inspire a team
- Bachelor's degree is a plus
- GovTech or public-sector SaaS background is a plus but not required
