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Salary: USD 110,000 - 125,000 / annual
OpenGov is seeking a Manager of Sales Development to lead a high-performing team of 8-10 Sales Development Representatives (SDRs) driving new business acquisition and customer upsells within the government sector. This is a strategic leadership role combining operational excellence with talent development.
You will lead, mentor, and coach SDRs to achieve individual and team quotas while providing strategic direction aligned with company objectives and target markets. You'll hold a personal monthly quota and drive the team to consistently meet or exceed goals. Key responsibilities include monitoring and analyzing team performance metrics, providing actionable insights to stakeholders, and implementing continuous improvement strategies.
You will partner with Marketing and Demand Generation teams to develop and execute prospecting strategies, identifying high-potential leads and upsell opportunities. Weekly one-on-one and team meetings will focus on training, support, and career development, preparing SDRs for advancement into Account Executive, Customer Success Manager, Solution Engineer, and sales leadership roles. You'll work closely with the Director of Sales Development to refine processes, training programs, and team culture.
Additionally, you will participate in hiring and onboarding new team members, conducting interviews, assessing candidates, and making hiring decisions based on performance potential and cultural fit.
OpenGov is the leader in AI and ERP solutions for local and state governments, serving more than 2,000 cities, counties, state agencies, school districts, and special districts. The company is headquartered in San Francisco with offices in Atlanta, Boston, Chicago, Dubuque, Dallas, and Pune, and employs 800+ people globally.
REQUIREMENTS:
- Bachelor's degree strongly preferred in Business, Finance, Accounting, or related field
- 3-5 years of experience in quota-achieving sales or business development roles, preferably in technology or software industry, with background as SDR or Team Lead
- Demonstrated leadership experience with track record of coaching, mentoring, and developing team members
- Deep understanding of sales processes, preferably in SaaS or government sector
- Proven track record of meeting sales quotas and contributing to team goals
- Excellent written and verbal communication skills
- Proficiency in CRM software, preferably Salesforce
- Prior experience with cold calling or sales bootcamp training is advantageous
- Self-motivated, creative, results-driven, solution-oriented, and competitive
- Strong team skills with ability to inspire and motivate others
- Ability to work collaboratively with cross-functional teams
- Ability to develop and execute strategic plans, manage performance, and drive continuous improvement
- Passionate about intersection of sales, technology, and societal impact
