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Salary: USD 160,000 - 180,000 / annual
OpenGov is seeking a Manager, SMG Sales to lead a team of quota-carrying Account Executives in the public sector software space. This is a hands-on leadership role focused on building and managing a disciplined sales motion across both inbound demand and outbound prospecting.
Key responsibilities include owning the team's monthly and quarterly bookings targets, driving consistent outbound prospecting activity, and building an efficient inbound response process in partnership with Marketing. The role involves running weekly pipeline reviews, call reviews, and 1:1s to develop rep selling skills in discovery, objection handling, multi-threading, and closing. You'll be responsible for recruiting, hiring, onboarding, and ramping new representatives, with accountability for shortening time to first deal and managing performance.
The Manager will champion AI tool adoption across the team to accelerate research, personalize outreach, surface call insights, and reduce administrative work while ensuring responsible use and data security. Success requires maintaining accurate forecasts, Salesforce data integrity, and using funnel metrics to diagnose and solve problems. Cross-functional collaboration with Solution Engineering, Professional Services, Marketing, Product, and Customer Success is essential to drive revenue growth and develop the team's product knowledge and competitive understanding.
Required qualifications include 3+ years of quota-carrying individual contributor experience as an Account Executive or Inside Sales Representative selling SaaS or B2B software with a demonstrated record of quota attainment. 2-3 years of people management experience is preferred, though strong individual contributors ready for their first leadership role will be considered. You must have experience owning the full sales cycle in a high-velocity environment, managing inbound demand conversion, and building outbound prospecting motions. Strong coaching instincts, excellent communication skills, Salesforce proficiency, and demonstrated use of AI tools to improve productivity are required. Bachelor's degree in business, marketing, or related field is required. Occasional travel (up to 15%) is expected.
