Sales Development Representative

About the Role

The Sales Development Representative (SDR) is the front line of OpenGov's mission. 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.

Key Responsibilities

• Build and own your pipeline through high-volume outbound calls, emails, and LinkedIn outreach.
• Research market trends and identify business opportunities for OpenGov within your assigned territory.
• Become an expert on OpenGov's cloud-based platform to speak fluently about the problems it solves for government entities.
• Partner with Account Executives to develop territory strategy, qualify opportunities that lead to demos, and collaborate on approaches.
• Use 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.
• Analyze and follow up with conference and event leads.
• Collaborate with marketing to ensure strong lead-to-opportunity conversion from campaigns and inbound activity.

What Sets Our SDR Team Apart

• A clear path to Account Executive for SDRs who hit quota and take ownership of their development.
• Performance competitions with real stakes.
• The mission is real: OpenGov serves 2,000+ governments, providing tools that help their communities run better.

Requirements & Tech Stack

• 0–2 years of experience in sales, a customer-facing role, or any role that sharpened your communication (internships, campus jobs, retail, service industry, and bootcamps count).
• A natural communicator confident talking to new people.
• Genuinely curious about technology and its role in government, with a competitive drive.
• Excited by AI and its implications for government.
• Familiarity with CRM tools (Salesforce or similar) is a plus.
• Background in B2B, SaaS, finance, budgeting, or government is a bonus.

Qualifications

• Bachelor's degree preferred.