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Manager, Sales Development

OpenGov· Sales
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US | Illinois | Chicago$125k - $145kFull-timePosted 1w ago

About the role

Leads and coaches a team of 12-15 SDRs across Mid-Market, Enterprise, and Strategic motions to hit quotas, partnering cross-functionally to build pipeline and drive growth for OpenGov’s public sector solutions.

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

Qualifications

  • A track record of coaching, mentoring, and developing reps — ideally people you can point to who got promoted or turned around
  • 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

Skills

Required:Sales team leadershipQuota managementSalesforceGong
Nice to have:AI in government tech

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 Oct 15, 2026. Interested? Apply on the company site.

About OpenGov

Software for Public Servants

OpenGov is the leader in modern government software for our nation’s cities, counties, and state agencies. Schedule a demo today.

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