Manager of SMG Sales

• The Manager, SMG leads a team of quota-carrying Account Executives who own the full sales cycle — from prospecting and inbound lead response through close
• This role is responsible for delivering the team’s bookings number by building a disciplined, repeatable motion across both inbound demand and self-sourced outbound pipeline
• This is a hands-on leadership role
• The Manager spends the majority of their time coaching reps on live deals, inspecting pipeline, reviewing calls, and removing obstacles
• We expect this leader to actively leverage AI to multiply the output of a small team — automating administrative work, sharpening research and outreach, and giving reps more time in front of customers
• Success is measured by team attainment, pipeline health, rep productivity and ramp time, and the development of sellers who advance within OpenGov
• Own the team’s monthly and quarterly bookings number, leading and motivating a group of quota-carrying Inside Sales Representatives across new logo acquisition and expansion within existing accounts
• Drive consistent outbound prospecting alongside inbound demand, holding the team accountable to activity standards that generate self-sourced pipeline
• Build and enforce a disciplined inbound response motion — speed-to-lead standards, qualification criteria, routing, and follow-up cadences — and partner closely with Marketing and Demand Generation on lead quality, conversion rates, and campaign feedback
• Run a weekly cadence of pipeline reviews, call reviews, and 1:1s that develop selling skills — discovery, objection handling, multi-threading, and closing — and inspect every opportunity against a defined qualification framework
• Deliver accurate weekly forecasts, maintain Salesforce data integrity, and use funnel metrics (conversion, win rate, cycle length, deal size, rep productivity) to diagnose problems and take action
• Recruit, hire, onboard, and ramp new representatives; shorten time to first deal and manage performance directly, addressing underperformance early and constructively
• Champion the adoption of AI tools across the team to accelerate research, personalize outreach at scale, surface insights from calls, and reduce administrative work — while coaching responsible use, accuracy, and data security in all customer-facing output
• Work closely with cross-functional teams, such as Solution Engineering, Professional Services, Marketing, Product, and Customer Success, to drive revenue growth
• Develop the team’s command of OpenGov’s products, the public sector buying process, and the competitive landscape, collaborating cross-functionally with Solution Engineering, Sales Development, Marketing, Customer Success, and Deal Desk
• Foster a positive, competitive, high-accountability culture where reps want to work and want to win

Benefits

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

• Demonstrated ability to manage and convert inbound demand generation — lead qualification, speed-to-lead discipline, routing, and partnership with Marketing — as well as build and manage outbound prospecting motions
• Ability to travel occasionally (up to 15%) for team meetings, conferences, and customer engagements
• Excellent communication and presentation skills, including comfort presenting results and forecasts to senior leadership
• 3+ years of direct, quota-carrying individual contributor experience as an Account Executive, Inside Sales Representative, or Customer Success Manager selling SaaS or B2B software, with a demonstrated record of meeting or exceeding quota
• Experience owning the full sales cycle from prospecting through close in a high-velocity, high-volume sales environment
• Strong coaching instincts, with the ability to develop selling skills through call reviews, deal inspection, and direct feedback
• Demonstrated use of AI tools to improve personal and team productivity, and a genuine curiosity about applying new technology to the craft of selling
• Proficiency in Salesforce and modern sales tools (conversation intelligence, sales engagement platforms, reporting dashboards), with an analytical mindset and working knowledge of a formal sales methodology
• Comfortable using AI-native tools to accelerate workflows and improve efficiency
• Bachelor’s degree (or equivalent experience) in business, marketing, or a related field
• 2-3 years of people management experience preferred; strong individual contributors ready for their first leadership role will be considered