Sales Development Representative

About the Role

The Sales Development Representative (SDR) is the front line of OpenGov's mission. You will connect government leaders with technology that helps their communities run better. This role is for individuals who are hungry to grow, competitive by nature, 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 your pipeline by researching market trends and identifying new business opportunities through high-volume outbound calls, emails, and LinkedIn outreach within your assigned territory.
• Become an expert on OpenGov's cloud-based platform to articulate the problems it solves for government entities.
• Partner with Account Executives to develop territory strategy, qualify opportunities leading to demos, and collaborate on approaches to convert prospects.
• Utilize Salesforce, Outreach, and LinkedIn to generate daily activity, prioritize leads, and manage your pipeline.
• Clearly and persuasively articulate OpenGov's value and establish credibility with government decision-makers.
• Maintain strong prospecting activity each week while staying adaptable, focused, and coachable.
• Attend trade shows and government events to promote OpenGov's offerings and build relationships with government officials.
• 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

• Experience: 0–2 years of experience in sales, a customer-facing role, or any role that sharpened communication skills (internships, campus jobs, retail, service industry, and bootcamps count).
• Communication: A natural communicator who is confident talking to people you've never met.
• Drive: Genuinely curious about technology and its role in government, with a competitive drive and passion for advancing the public sector.
• Interest in AI: Excited by AI and its implications for government; able to speak credibly about bringing AI into public sector operations.
• Tools: Familiarity with CRM tools such as Salesforce or similar is a plus.
• Background: Experience in B2B, SaaS, finance, budgeting, or government is a bonus.
• Education: Bachelor's degree preferred.

Compensation

• San Francisco, CA: $65,000 – $75,000
• On target ranges include base plus a portion of variable compensation earned based on company and individual performance.
• Final compensation will be determined by qualifications, expertise, and geographical location.

Why OpenGov?

• A Mission That Matters: Passionate about powering more effective and accountable government.
• Opportunity to Innovate: Drive innovation and bring AI to local government, impacting over 2,000 communities.
• A Team of Passionate, Driven People: Fast-paced, results-driven environment with a global team united in commitment.
• A Place to Make Your Mark: Performance-based culture encouraging action and ideas, with recognition and internal promotion.
• Benefits That Work for You:
• Comprehensive healthcare options.
• 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.
• Collaborative office environment with weekly catered lunches.