Manager, Sales Development

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 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. 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 SETS OUR SDR LEADERSHIP TEAM APART: - A clear path forward. This role has high growth opportunities as our company continues to scale. You'll be leading one of OpenGov's fastest-growing hubs, and strong people-developers get noticed quickly. - You build people who get promoted. The team you lead feeds an AE org where SDRs get promoted quickly. OpenGov genuinely promotes from within — the best part of this job is watching your reps move up. - The mission is real. OpenGov serves 2,000+ governments, and roughly 1 in 3 people in the US is touched by an OpenGov customer. Mission-driven selling makes a team easier to motivate, coach, and retain. REQUIREMENTS AND PREFERRED EXPERIENCE: - 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. - 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 toolin…