Sales Development Representative, OpenGov
$55-65k
OTE
Cloud ERP software for the public sector
Open for applications
Cloud ERP software for the public sector
501-1000 employees
Open for applications
$55-65k
OTE
501-1000 employees
Company mission
To power more effective and accountable government.
Role
Who you are
- This role is built for people who are hungry to grow, competitive by nature, and motivated by the idea that their work genuinely matters
- 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's confident talking to people you've never met — and 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 — but not expected at this level
What the job involves
- The Sales Development Representative (SDR) is the front line of OpenGov's mission. You won't just be generating pipeline — you'll be connecting government leaders with technology that helps their communities run better
- You'll receive hands-on training, real mentorship, and a clear path into a full-cycle sales career — all at a company where the mission is worth showing up for
- 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
- 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 2,000+ governments. The deals you help close become better tools for the people running our cities, counties, and communities
Our take
As the world digitises, governments must innovate their operations to deliver the highest standard of service. OpenGov offers cloud software products to help governments manage performance, improve budgeting, and visualise operational intelligence, as well as providing comprehensive open data.
OpenGov is the leader in local government software. Its cloud-based products, which aided a number of public agencies through the pandemic, include citizen services, procurement, budgeting and planning capabilities - made comprehensive by a series of strategic acquisitions. The company's coherent and integrated software solution significantly reduces the stress on government systems, allowing them to work smarter and better for their citizens.
OpenGov serves over 1,600 governments across the US, and continues to secure new clients. It also has made several partnerships towards improving its range of services which will enable it to remain a powerful tool for governments wishing to digitally transform.
Steph
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Feb 2022
$50m
LATE VC
Oct 2021
$50m
LATE VC
Total funding: $228m
Company benefits
- Work from anywhere
- Unlimited vacation
- Mission-driven colleagues
- World-class healthcare
- Professional development
Company HQ
China Basin, San Francisco, CA
Leadership
Zachary Bookman
(Co-Founder & CEO)Prior to co-founding OpenGov, was a Principal for Formation 8 and a Special Advisor with ISAF in Afghanistan, focusing on rule of law and governance.
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