Manager, Sales Development

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 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

• Bachelor's degree is a plus

• GovTech or public-sector SaaS background is a plus — but not expected

Compensation:

Chicago, IL: $110,000 - $125,000

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.