Manager, SMG Sales

OpenGov, Inc.; Chicago, Northern (IL, KY); Hybrid; USD 160,000 - 180,000; Full time

Benefits offered by this job

Healthcare options

401(k) with match

Paid parental leave

Wellness stipend

Job summary

OpenGov is seeking a Manager, SMG to lead a team of quota-carrying Account Executives through the full sales cycle. This hands-on leader coaches reps, reviews pipeline, and removes obstacles, leveraging AI to multiply output and shorten ramp time.

The role requires building a disciplined motion across inbound and self-sourced outbound pipeline, driving bookings and revenue goals while collaborating with cross-functional teams for sustained growth.

Qualifications

• Bachelor's degree (or equivalent) in business, marketing, or related field.
• 3+ years in quota-carrying sales roles (AE/ISR/CSM) selling SaaS or B2B software with a quota.
• 2-3 years people management experience preferred; strong ICs considered for first leadership.
• Experience owning full sales cycle from prospecting to close in high-velocity environments.
• Proven ability to manage inbound demand and outbound prospecting motions.
• Strong coaching, discovery, objection handling, and deal inspection skills.
• Excellent communication and presentation skills to senior leadership.
• Proficiency with Salesforce and modern sales tools; data-driven mindset.

Responsibilities

• Lead a team of Inside Sales Representatives focused on new logos and expansion in existing accounts.
• Drive outbound prospecting alongside inbound demand and maintain activity standards.
• Set up a disciplined inbound motion with speed-to-lead, routing, qualification, and follow-ups.
• Run weekly pipeline reviews, call reviews, and 1:1s to develop selling skills and qualification.
• Deliver accurate forecasts and maintain Salesforce data integrity using funnel metrics.
• Hire, onboard, and ramp new reps; address underperformance promptly.
• Champion AI tools to scale research, personalize outreach, and surface call insights.
• Collaborate with Solution Engineering, Professional Services, Marketing, Product, and Customer Success to grow revenue.
• Foster a high-accountability culture and drive team performance and growth.

Skills

Quota-carrying sales

People management

Full sales cycle

Inbound/outbound sales

Coaching

Communication

Forecasting

AI-assisted selling

Travel readiness

Education

Bachelor's degree or equivalent

Tools

Salesforce

Sales engagement tools

Conversation intelligence

AI-assisted selling tools

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 Manager, SMG leads a team of quota-carrying Account Executives who own the full sales cycle — from prospecting and inbound lead response through close. This role is responsible for delivering the team's bookings number by building a disciplined, repeatable motion across both inbound demand and self-sourced outbound pipeline.

This is a hands-on leadership role. The Manager spends the majority of their time coaching reps on live deals, inspecting pipeline, reviewing calls, and removing obstacles. We expect this leader to actively leverage AI to multiply the output of a small team — automating administrative work, sharpening research and outreach, and giving reps more time in front of customers. Success is measured by team attainment, pipeline health, rep productivity and ramp time, and the development of sellers who advance within OpenGov.

Responsibilities

• Own the team's monthly and quarterly bookings number, leading and motivating a group of quota-carrying Inside Sales Representatives across new logo acquisition and expansion within existing accounts.

• Drive consistent outbound prospecting alongside inbound demand, holding the team accountable to activity standards that generate self-sourced pipeline.

• Build and enforce a disciplined inbound response motion — speed-to-lead standards, qualification criteria, routing, and follow-up cadences — and partner closely with Marketing and Demand Generation on lead quality, conversion rates, and campaign feedback.

• Run a weekly cadence of pipeline reviews, call reviews, and 1:1s that develop selling skills — discovery, objection handling, multi-threading, and closing — and inspect every opportunity against a defined qualification framework.

• Deliver accurate weekly forecasts, maintain Salesforce data integrity, and use funnel metrics (conversion, win rate, cycle length, deal size, rep productivity) to diagnose problems and take action.

• Recruit, hire, onboard, and ramp new representatives; shorten time to first deal and manage performance directly, addressing underperformance early and constructively.

• Champion the adoption of AI tools across the team to accelerate research, personalize outreach at scale, surface insights from calls, and reduce administrative work — while coaching responsible use, accuracy, and data security in all customer-facing output.

• Work closely with cross-functional teams, such as Solution Engineering, Professional Services, Marketing, Product, and Customer Success, to drive revenue growth.

• Develop the team's command of OpenGov's products, the public sector buying process, and the competitive landscape, collaborating cross-functionally with Solution Engineering, Sales Development, Marketing, Customer Success, and Deal Desk.

• Foster a positive, competitive, high-accountability culture where reps want to work and want to win.

Qualifications

• Bachelor's degree (or equivalent experience) in business, marketing, or a related field.

• 3+ years of direct, quota-carrying individual contributor experience as an Account Executive, Inside Sales Representative, or Customer Success Manager selling SaaS or B2B software, with a demonstrated record of meeting or exceeding quota.

• 2-3 years of people management experience preferred; strong individual contributors ready for their first leadership role will be considered.

• Experience owning the full sales cycle from prospecting through close in a high-velocity, high-volume sales environment.

• Demonstrated ability to manage and convert inbound demand generation — lead qualification, speed-to-lead discipline, routing, and partnership with Marketing — as well as build and manage outbound prospecting motions.

• Strong coaching instincts, with the ability to develop selling skills through call reviews, deal inspection, and direct feedback.

• Excellent communication and presentation skills, including comfort presenting results and forecasts to senior leadership.

• Proficiency in Salesforce and modern sales tools (conversation intelligence, sales engagement platforms, reporting dashboards), with an analytical mindset and working knowledge of a formal sales methodology.

• Demonstrated use of AI tools to improve personal and team productivity, and a genuine curiosity about applying new technology to the craft of selling.

• Comfortable using AI-native tools to accelerate workflows and improve efficiency

• Ability to travel occasionally (up to 15%) for team meetings, conferences, and customer engagements.

Compensation

Chicago, IL: $160,000 - $180,000

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.