Director, Sales

OpenGov; Atlanta (GA); On-site; USD 280,000 - 300,000; Full time

Benefits offered by this job

Comprehensive healthcare options

Flexible vacation policy

401(k) with company match

Paid parental leave

Wellness stipends

Professional development

Job summary

OpenGov, a leader in AI and ERP solutions for local and state governments, seeks a Director of Sales to lead a regional team and drive new customer acquisition and revenue growth. You will recruit, coach, and develop field sales executives responsible for delivering high-value SaaS solutions to public sector clients.

The role requires managing complex deals, achieving quotas, and collaborating with Marketing, R&D, and Customer Success.

Qualifications

• Minimum 8 years of direct sales experience, selling SaaS, B2B, enterprise software to VP, SVP, and C-Level Executives.
• Previous track record of managing high-growth sales teams (Hiring, Retaining, Mentoring etc.)
• Requires a minimum of 50% travel
• Experience working in high-growth and industry “disruptive” technology companies
• Proven track record meeting and exceeding revenue quota in a Field Sales role
• Detail-oriented, strong relationship-building skills, and a focus on a high level of customer service
• Passionate about developing people
• Self-starter, closer who can help team members create a large pipeline of business within a short period of time.
• Strong understanding of sales methodologies and processes
• Excellent written and verbal communication skills, including high-caliber presentation skills
• Experience with a CRM, ideally SalesForce

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
• Leverage 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

Skills

Sales leadership

SaaS sales

Enterprise software

Relationship building

Public speaking

CRM experience

Education

Bachelor's degree in business or relevant subject

Tools

Salesforce

Job description

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.

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 of managing high‑growth sales teams (Hiring, Retaining, Mentoring etc.)
• Requires a minimum of 50% travel
• Experience working in high‑growth and industry “disruptive” technology companies
• Proven track record meeting and exceeding revenue quota in a Field Sales role
• Detail‑oriented, strong relationship‑building skills, and a focus on a high level of customer service
• Passionate about developing people
• Self‑starter, closer who can help team members create a large pipeline of business within a short period of time.
• Strong understanding of sales methodologies and processes
• Excellent written and verbal communication skills, including high‑caliber presentation skills
• Experience with a CRM, ideally SalesForce

Compensation:

Atlanta, GA: $280,000 - $300,000
On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.

The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate’s geographical location.

Why OpenGov?

A Mission That Matters.

At OpenGov, public service is personal. We are passionate about our mission to power more effective and accountable government. Government that operates efficiently, adapts to change, and strengthens public trust. Some people say this is boring. We think it’s the core of our democracy.

Opportunity to Innovate

The next great wave of innovation is unfolding with AI, and it will impact everything—from the way we work to the way governments interact with their residents. Join a trusted team with the passion, technology, and expertise to drive innovation and bring AI to local government. We’ve touched 2,000 communities so far, and we’re just getting started.

A Team of Passionate, Driven People

This isn’t your typical 9‑to‑5 job; we operate in a fast‑paced, results‑driven environment where impact matters more than simply clocking in and out. Our global team of 800+ employees is united in our commitment to challenge the status quo. OpenGov is headquartered in San Francisco and has offices in Atlanta, Boston, Chicago, Dubuque, Dallas, and Pune.

A Place to Make Your Mark

We pride ourselves on our performance‑based culture, where every employee is encouraged to jump in head‑first and take action to help us improve. If you have a great idea, we want to hear it. Excellent performance is recognized and rewarded, and we love to promote from within.

Benefits That Work for You

Enjoy an award‑winning workplace with the benefits to match, including:

• 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.