Job Summary:

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. This role is built for people who are hungry to grow, competitive by nature, and motivated by the idea that their work genuinely matters. 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.

Responsibilities:

• 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

What Sets Our SDR Team Apart:

• 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.

Requirements and Preferred Experience:

• 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

Compensation:

San Francisco, CA: $65,000 – $75,000

Why OpenGov?

• Comprehensive healthcare options for individuals and families

• Flexible vacation policy and paid company holidays

• 401(k) with company match

• Professional development and growth opportunities