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.

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

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.

Why OpenGov?

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, Chicago, Dubuque, Dallas, 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

• Paid parental leave, wellness stipends, and HSA contributions

• Professional development and growth opportunities

• A collaborative office environment with weekly catered lunches.