Director, Sales

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.

About the role

The Director of Sales will lead one of our regional Sales Teams, setting the regional strategy for acquiring new customers and driving revenue growth. As a leader, you will recruit, hire, motivate, develop, and lead field sales executives to deliver on OpenGov’s mission. This role directly impacts team growth, sales process and methodology, and the development of sales talent. You will collaborate across the organization to uphold high standards of integrity, quality, and customer service.

Responsibilities

• Help Account Executives develop a territory strategy to drive revenue growth, business and partnership development, and community building
• Coach the Sales team to serve as both “Hunter” and “Consultative Sales Professional”
• Recruit, hire, supervise, and continually develop & mentor a premiere sales team to achieve success and meet company goals
• Help your team manage complex sales cycles and multiple engagements simultaneously, often from beginning to close
• Consistently forecast monthly and quarterly performance within a 10% margin of error from actual bookings
• Play a hands-on role with the field sales organization, maintaining high visibility and directly participating in customer sales cycles
• Apply high-leverage activities to identify, negotiate contracts, and drive major opportunities with executive support
• Leverage the sales framework to qualify, test, and identify gaps in opportunities for improved pipeline and forecasting
• Become thoroughly familiar with the product/service line, industry, and competition to drive growth and meet sales goals
• Set the “tone” for company culture, fostering a success-oriented, accountability-based environment and upholding OpenGov’s core values
• Exemplify values of open communication, creativity, and imagination to promote teamwork and capture new business opportunities
• Partner across the organization with SDR, R&D, Marketing, Sales Operations, Professional Services, and Customer Success to meet sales goals
• Report on sales activities and forecasts to senior management
• Overachieve quota

Requirements

• Minimum 8 years of direct sales experience, selling SaaS, B2B, enterprise software to VP, SVP, and C-Level Executives
• Bachelor’s degree (or equivalent) in business or relevant subject
• Previous track record of managing high-growth sales teams (hiring, retaining, mentoring, etc.)
• Requires a minimum of 50% travel
• Experience working in high-growth and industry “disruptive” technology companies
• Proven track record meeting and exceeding revenue quota in a Field Sales role
• Detail-oriented, strong relationship-building skills, and a focus on high-level customer service
• Passionate about developing people
• Self-starter and closer who can help team members create a large pipeline of business within a short period of time
• Strong understanding of sales methodologies and processes
• Excellent written and verbal communication skills, including high-caliber presentation skills
• Experience with a CRM, ideally SalesForce

Pay

Atlanta, GA: $280,000 - $300,000 on-target earnings, including base plus variable compensation 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

Why OpenGov?

• A Mission That Matters: At OpenGov, public service is personal. We are passionate about powering more effective and accountable government.
• Opportunity to Innovate: Join a trusted team driving AI innovation in local government, impacting 2,000+ communities and growing.
• A Team of Passionate, Driven People: Work in a fast-paced, results-driven environment with a global team of 800+ employees united in challenging the status quo.
• A Place to Make Your Mark: Performance-based culture where ideas are valued, excellence is rewarded, and internal promotion is encouraged.