Director, Sales

OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S. More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the OpenGov Public Service Platform to operate efficiently, adapt to change, and strengthen the public trust. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data. These solutions come together in the OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync. Learn about OpenGov’s mission to power more effective and accountable government and the vision of high-performance government for every community at OpenGov.com http://OpenGov.com. JOB SUMMARY The Director of Sales will be responsible for leading one of our regional Sales Teams with a focus on setting the regional strategy for acquiring new customers and driving revenue growth. As a leader of one of our sales teams, you are tasked with recruiting, hiring, motivating developing, and leading our field sales executives who are helping OpenGov deliver on its mission to power more effective and accountable government. In this role, you will directly impact the growth of the team, drive our sales process and methodology, and develop your people into the next sales stars at OpenGov. OpenGov’s team is seen as the market leader. This individual will work collaboratively throughout the organization to ensure their team upholds the highest standards of integrity, quality, and customer service to our customers. RESPONSIBILITIES - Help Account Executives develop a territory strategy to drive revenue growth, business and partnership development, and community building - Coach Sales team to ensure they can serve as both “Hunter” and “Consultative Sales Professional” - often at the same time - Recruit, hire, supervise, and continually develop & mentor a premiere sales team to achieve success and meet the overall goals of the territory and company - Help your team manage complex sales cycles and multiple engagements simultaneously, often being a part of the process from beginning to close - Consistently forecast monthly and quarterly performance within a 10% margin of error from actual bookings - Play a hands-on role with the field sales organization, having a personal presence and high visibility in the field, and directly participate in customer sales cycles - Apply the highest leverage activities to identify, negotiate contracts, and drive major opportunities with support from the executive team - Leveraging the sales framework to ensure we qualify, test, and identify gaps in opportunities to drive “threads” in opportunities for improved pipeline and sales forecasting - Become thoroughly familiar with the existing product/service line, the industry, and the competition, to drive growth of the business & deliver on customer engagement, sales, and revenue goals - Set the “tone” for the company culture, fostering a success-oriented, accountability-based culture, and ensuring the core values of OpenGov are put into practice - Exemplify the values of open communication, creativity, and imagination to promote team spirit to solve problems and identify & capture new business opportunities - Partner across the organization with organizations such as SDR, R&D, Marketing, Sales Operations, Professional Services, and Customer Success to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers - Report on sales activities and forecasts to senior management - Overachieve quota REQUIREMENTS AND PREFERRED EXPERIENCE - Minimum 8 years of direct sales experience, selling SaaS, B2B, enterprise software to VP, SVP, and C-Level Executives - Bachelor’s degree (or equivalent) in business or relevant subject - Previous track record o…