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Manager, SMG Sales

OpenGov· Sales
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US | Illinois | ChicagoFull-timePosted 1mo ago

About the role

Manager leading a team of quota-carrying Account Executives to own the full sales cycle, drive bookings, and scale outbound and inbound demand with a hands-on, AI-enabled leadership approach.

Responsibilities

  • 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.

Qualifications

  • Bachelor's degree (or equivalent experience) in business, marketing, or a related field.
  • 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.
  • 2-3 years of people management experience preferred; strong individual contributors ready for their first leadership role will be considered.
  • Experience owning the full sales cycle from prospecting through close in a high-velocity, high-volume sales environment.
  • 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.
  • Strong coaching instincts, with the ability to develop selling skills through call reviews, deal inspection, and direct feedback.
  • Excellent communication and presentation skills, including comfort presenting results and forecasts to senior leadership.
  • 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.
  • Demonstrated use of AI tools to improve personal and team productivity, and a genuine curiosity about applying new technology to the craft of selling.
  • Comfortable using AI-native tools to accelerate workflows and improve efficiency
  • Ability to travel occasionally (up to 15%) for team meetings, conferences, and customer engagements.

Skills

Required:Sales leadershipSales cycle managementForecasting and analytics

Benefits

  • Comprehensive healthcare options for individuals and families
  • Flexible vacation policy and paid company holidays
  • 401(k) with company match
  • Paid parental leave, wellness stipends, and HSA contributions
  • Professional development and growth opportunities
  • A collaborative office environment with weekly catered lunches.
Last updated Sep 17, 2026. Interested? Apply on the company site.

About OpenGov

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