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 O penGov.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 demonstr