Manager, Sales Development

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.

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

Requirements

A track record of coaching, mentoring, and developing reps; 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

Nice to have

Bachelor's degree; GovTech or public-sector SaaS background

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