Opengov Manager, Sales Development at OpenGov leads and coaches a team of 12-15 SDRs to meet quotas and develop their careers. Responsible for building and scaling the SDR team aligned with company objectives.
Responsibilities
Lead and coach the team — develop a team of 12-15 SDRs to hit their individual and team quotas, aligning their prospecting to company objectives and target markets
Carry the numbers — manage the monthly quota and drive the SDR team to consistently meet or exceed this goal.
Run a real cadence — own weekly 1:1s, standups, and call reviews, and build a culture of continuous learning that prepares SDRs for AE, CSM, SE, and leadership roles
Own the metrics — monitor team performance, surface actionable insights to stakeholders, drive continuous improvement, and address performance issues directly
Partner cross-functionally — work with Marketing, Demand Gen, AEs, and regional sales leaders to build prospecting strategies and identify high-potential pipeline
Build the bench — partner with the Sr. Director of Sales Development to refine processes, training, and team culture, and to develop the next wave of sales leaders
Hire and ramp — own interviewing, assessment, and hiring decisions on performance potential and culture add, and onboard new reps so they ramp fast
Sets Our SDR Leadership Team Apart:
A clear path forward. This role has high growth opportunities as our company continues to scale. You'll be leading one of OpenGov's fastest-growing hubs, and strong people-developers get noticed quickly.
You build people who get promoted. The team you lead feeds an AE org where SDRs get promoted quickly. OpenGov genuinely promotes from within — the best part of this job is watching your reps move up.
The mission is real. OpenGov serves 2,000+ governments, and roughly 1 in 3 people in the US is touched by an OpenGov customer. Mission-driven selling makes a team easier to motivate, coach, and retain.
Qualification
A track record of coachingFluency in SalesforceSelf-motivated and competitiveBachelor's degree is a plus
Required
A track record of coaching, mentoring, and developing reps — ideally people you can point to who got promoted or turned around. This is the core of the job.
3–5 years in quota-carrying sales or business development, preferably in SaaS or tech, with experience as an SDR/BDR or team lead
A true player-coach — genuinely willing to ensure SDRs hit their quotas and stay motivated on a high-activity, in-person floor
Fluency in Salesforce, and the ability to coach on real calls in Gong
Excited by AI and what it means for government — and forward-leaning on using AI and tooling to make your team more efficient
Self-motivated and competitive, with the ability to set the 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 expected
