Manager of Sales Development

• The Manager, Sales Development leads the front line of OpenGov’s mission
• You won’t just hit a number — you’ll build and coach a team of SDRs who connect government leaders with technology that helps their communities run better
• This is a player-coach role for someone who’s energized by developing people: you’ll drive a team of 12-15 SDRs across Mid-Market, Enterprise, and Strategic motions and ensure they have the tools to meet and exceed their quotas
• We like to promote at least 75% of our internal SDR team members!
• In 2025, our SDR org delivered 30 internal promotions and 60 new hires, growing the team 200% over the last year — your job is to keep that engine running
• You won’t be maintaining a team
• You’ll be building one
• 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

Benefits

• Work from anywhere
• Unlimited vacation
• Mission-driven colleagues
• World-class healthcare
• Professional development

• 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
• 3–5 years in quota-carrying sales or business development, preferably in SaaS or tech, with experience as an SDR/BDR or team lead
• Bachelor’s degree is a plus
• GovTech or public-sector SaaS background is a plus — but not expected
• 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
• Self-motivated and competitive, with the ability to set the energy on the floor and inspire a team
• A true player-coach — genuinely willing to ensure SDRs hit their quotas and stay motivated on a high-activity, in-person floor