Sales Development Representative

About the Role

The Sales Development Representative (SDR) is the front line of OpenGov's mission, connecting government leaders with technology that helps their communities run better. This role is for individuals who are hungry to grow, competitive, and motivated by meaningful work. You will receive hands-on training, mentorship, and a clear path into a full-cycle sales career.

Key Responsibilities

• Build and own pipeline by researching market trends and identifying business opportunities through high-volume outbound calls, emails, and LinkedIn outreach within your assigned territory.
• Become an expert on OpenGov's cloud-based platform, articulating the problems it solves for cities, counties, special districts, and state agencies.
• Partner with Account Executives to develop territory strategy, qualify opportunities that lead to demos, and collaborate on approaches to convert prospects.
• Utilize Salesforce, Outreach, and LinkedIn to generate daily activity, prioritize leads, and manage pipeline.
• Clearly and persuasively articulate OpenGov's value and establish credibility with government decision-makers.
• Maintain strong prospecting activity each week, staying adaptable, focused, and coachable.
• Attend trade shows and government events to promote OpenGov's offerings and build relationships.
• Analyze and follow up with conference and event leads to convert opportunities.
• Collaborate with marketing to ensure strong lead-to-opportunity conversion from campaigns and inbound activity.

Requirements & Tech Stack

• 0–2 years of experience in sales, a customer-facing role, or a role that sharpened communication skills (internships, campus jobs, retail, service industry, bootcamps count).
• Natural communicator, confident in talking to new people.
• Genuinely curious about technology and its role in government, with a competitive drive and passion for advancing the public sector.
• Enthusiastic about AI and its implications for government.
• 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.

Qualifications

• A clear path to Account Executive for SDRs who hit quota consistently and take ownership of their development.
• Structured ramp, mentorship from senior AEs, and a playbook built for success.
• Performance competitions with incentives (spiffs).
• Opportunity to work with a mission-driven company serving over 2,000 governments.

Compensation: Chicago, IL: $55,000 – $65,000 (On-target range includes base plus variable compensation)