Sales Development Representative

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.

The Sales Development Representative (SDR) plays a pivotal role in fostering OpenGov's business growth. You'll connect with government leaders across the country, introducing them to modern solutions that can transform how they serve their communities. This role involves crafting and executing effective prospecting strategies, generating qualified leads, and coordinating product demonstrations for Account Executives. The ideal candidate should possess inherent sales skills, be motivated by results, and be dedicated to cultivating new business prospects. 

This entry-level position is designed for individuals eager to learn and grow within a fast-paced sales environment. You’ll receive hands-on training, mentorship, and clear pathways for advancement.

• Assess and evaluate market trends and customer needs to identify fresh business opportunities for OpenGov in the public sector

• Become a product expert on OpenGov's cloud-based platform, catering to local, state, special districts, and non-profits.

• Develop and endorse optimal prospecting strategies within assigned territory, in alignment with Account Executives and Customer Success managers, to meet monthly quotas for scheduled demos and qualified opportunities

• Cultivate high-quality meetings by utilizing tools such as Salesforce.com, LinkedIn and Outreach to generate daily inbound leads and establish credibility and rapport with potential customers

• Create and execute effective strategies for expanding business within designated prospect lists and other jurisdictional categories

• Clearly and persuasively communicate the value OpenGov offers to customers and promptly establish credibility and rapport with potential clients

• Maintain a high volume of prospecting calls and emails per week, while remaining adaptable and focused amid rapid changes. This entails customer interactions, delivering the benefits of our products, overcoming objections, and demonstrating in-depth expertise in one dedicated product suite. 

• Attend trade shows and events, promoting our offerings and generating leads.

• Analyze and follow up with leads generated at conferences or events to ensure optimal opportunities are capitalized upon and effectively pursued

• Actively manage leads and apply expert analysis to ensure the prioritization of qualified leads

• Collaborate with the marketing team to ensure effective lead generation and conversion strategies are in place to drive new business growth

• Bachelor’s degree strongly preferred in Business, Finance, Accounting, or a related field.

• 0-2 years of experience in sales or a customer-facing role, including internships, campus jobs, or similar activities.

• Background in B2B, SaaS, finance, budgeting, and/or accounting is a plus.

• Familiarity with Salesforce or a similar CRM system is a plus.

• Excellent computer skills, including familiarity with G Suite and other business software.

• Self-motivated, creative, results-oriented, with a competitive drive and adaptability in fast-paced environments.

• Ability to stay focused, adaptable, and competitive in fast-paced environments.

• A genuine enthusiasm for learning about the sales process, technology, and the ever-evolving landscape of the gov-tech industry.

• Previous experience with cold calling, in-person sales meetings, or attending a sales Bootcamp is a plus.

• Passion for challenging the status quo and driving industry transformation

• An understanding of the unique challenges and opportunities within the government sector or related industries.

$45K – $60K

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.

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, Buenos Aires, Chicago, Dubuque, Plano, 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 (USA only)

• Paid parental leave, wellness stipends, and HSA contributions

• Professional development and growth opportunities

• A collaborative office environment with weekly catered lunches