Sales Development Representative

OpenGov Inc.; San Francisco (CA); On-site; USD 65,000 - 75,000; Full time

Benefits offered by this job

Comprehensive healthcare options

Flexible vacation policy

401(k) with company match

Paid parental leave

Professional development opportunities

Job summary

OpenGov Inc. is seeking a Sales Development Representative (SDR) in San Francisco, CA. This role is crucial in connecting government leaders with technology that improves community services. The SDR will receive hands-on training, engage in high-volume outreach, and collaborate with Account Executives. Compensation ranges from $65,000 to $75,000 base plus variable compensation based on performance. Benefits include comprehensive healthcare, flexible vacation policy, and 401(k) with company match.

Qualifications

• 0–2 years of experience in sales or customer-facing role.
• Natural communicator who engages confidently with new people.
• Genuinely curious about technology's role in government.

Responsibilities

• Build and own your pipeline through high-volume outreach.
• Become an expert on OpenGov’s cloud-based platform.
• Partner with Account Executives to develop territory strategy.

Skills

Communication skills

Curiosity about technology

Competitive drive

Education

Bachelor's degree

Tools

Salesforce

Job description

OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S. Over 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 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.

Job Summary

The Sales Development Representative (SDR) is the front line of OpenGov’s mission. You’ll generate pipeline and connect government leaders with technology that helps their communities run better. The role is built for people who are hungry to grow, competitive by nature, and motivated by the idea that their work genuinely matters. You’ll receive hands‑on training, real mentorship, and a clear path into a full‑cycle sales career.

Responsibilities

• Build and own your pipeline—research market trends and identify fresh business opportunities for OpenGov within your assigned territory through high‑volume outbound calls, emails, and LinkedIn outreach.
• Become the expert—get deep on OpenGov’s cloud‑based platform so you can speak fluently about the real problems it solves for cities, counties, special districts, and state agencies.
• Partner with Account Executives—develop territory strategy together, qualify opportunities that lead to demos, and collaborate on approaches that convert prospects into customers.
• Work the tools—use Salesforce, Outreach, and LinkedIn to generate daily activity, prioritize leads, and manage your pipeline with precision.
• Communicate with impact—clearly and persuasively articulate OpenGov’s value and quickly establish credibility with government decision‑makers.
• Stay high‑volume and high‑quality—maintain strong prospecting activity each week while staying adaptable, focused, and coachable.
• Show up in the field—attend trade shows and government events, promote OpenGov’s offerings, and build real relationships with the people running our cities.
• Follow through on leads—analyze and follow up with conference and event leads to convert every opportunity worth pursuing.
• Collaborate with marketing—work cross‑functionally to ensure strong lead‑to‑opportunity conversion from campaigns and inbound activity.

What Sets Our SDR Team Apart

• A clear path to Account Executive. SDRs who hit quota consistently and take ownership of their development are promoted to AE. You’ll have a structured ramp, real mentorship from senior AEs, and a playbook built around your success.
• Spiffs that actually motivate. We run regular performance competitions throughout the year with real stakes—our most recent top performers earned tickets to the 2026 World Cup. The leaderboard is always live.
• The mission is real. OpenGov serves over 2,000 governments. The deals you help close become better tools for the people running our cities, counties, and communities.

Requirements And Preferred Experience

• 0–2 years of experience in sales, a customer‑facing role, or anything that sharpened your communication—internships, campus jobs, retail, service industry, and bootcamps all count.
• A natural communicator who is confident talking to people you’ve never met and who knows how to make them glad you called.
• Genuinely curious about technology and its role in government, with a competitive drive and real passion for pushing the public sector forward.
• Excited by AI and what it means for government—OpenGov is at the forefront of bringing AI into public sector operations, and we want SDRs who geek out on that, can speak to it credibly, and see it as the reason this is one of the most interesting sales opportunities in the market right now.
• Bachelor’s degree preferred.
• Familiarity with CRM tools (Salesforce or similar) is a plus.
• Background in B2B, SaaS, finance, budgeting, or government is a bonus—though not required at this level.

Compensation

San Francisco, CA: $65,000 – $75,000 base plus a portion of variable compensation earned based on company and individual performance. Final compensation will be determined by qualifications, expertise, and geographical location.

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.