OpenGov

OpenGov

Manager, SMG Sales

US | Illinois | Chicago · Mid

Sponsorship not specified$160k-$180kDetected 42 days ago
SalesforceSalesAccount ManagementOutbound SalesAccountingBudgetingProcurementERPContract ManagementCustomer SuccessCadenceResearchLeadershipCommunicationMentoringPublic Speaking

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odds of building a lasting career here

59Sponsors, lottery-bound
Cap-exempt (no lottery)0
Sponsors this role80
Entry-level history0
PERM / green-card track0
Lottery odds (Level IV)94
Fits your clock70

Sponsors, but it's cap-subject — you still face the weighted lottery (~61% per draw at Level IV). Good if you win; have a cap-exempt backup on your list.

Lottery odds assume a STEM candidate.

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Employer immigration record

from this employer's Department of Labor filings

Green-card filing pattern in this occupation

Context, not a finding about this posting: of this employer's 4 green-card filings in this occupation, 100% were for a worker who already held the job.

Files H-1B transfers

4 transfer filings in the last year, covering 4 workers. Median labor-condition decision: 8 days. An employer that already files transfers is one that can take over an existing H-1B.

Sourced from Department of Labor LCA, PERM and prevailing-wage disclosure data. Employer matching is by name, so figures may be split across an employer's legal entities. Absence of a filing means none appears in our copy of the data, not that none exists.

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About the role

  • The Manager spends the majority of their time coaching reps on live deals, inspecting pipeline, reviewing calls, and removing obstacles.
  • We expect this leader to actively leverage AI to multiply the output of a small team - automating administrative work, sharpening research and outreach, and giving reps more time in front of customers.
  • Success is measured by team attainment, pipeline health, rep productivity and ramp time, and the development of sellers who advance within OpenGov.

Responsibilities

  • Own the team's monthly and quarterly bookings number, leading and motivating a group of quota-carrying Inside Sales Representatives across new logo acquisition and expansion within existing accounts.
  • Drive consistent outbound prospecting alongside inbound demand, holding the team accountable to activity standards that generate self-sourced pipeline.
  • Build and enforce a disciplined inbound response motion - speed-to-lead standards, qualification criteria, routing, and follow-up cadences - and partner closely with Marketing and Demand Generation on lead quality, conversion rates, and campaign feedback.
  • Run a weekly cadence of pipeline reviews, call reviews, and 1:1s that develop selling skills - discovery, objection handling, multi-threading, and closing - and inspect every opportunity against a defined qualification framework.
  • Deliver accurate weekly forecasts, maintain Salesforce data integrity, and use funnel metrics (conversion, win rate, cycle length, deal size, rep productivity) to diagnose problems and take action.
  • shorten time to first deal and manage performance directly, addressing underperformance early and constructively.
  • Work closely with cross-functional teams, such as Solution Engineering, Professional Services, Marketing, Product, and Customer Success, to drive revenue growth.
  • Develop the team's command of OpenGov's products, the public sector buying process, and the competitive landscape, collaborating cross-functionally with Solution Engineering, Sales Development, Marketing, Customer Success, and Deal Desk.
  • Recruit, hire, onboard, and ramp new representatives; shorten time to first deal and manage performance directly, addressing underperformance early and constructively.
  • Join a trusted team with the passion, technology, and expertise to drive innovation and bring AI to local government.

Requirements

  • Bachelor's degree (or equivalent experience) in business, marketing, or a related field.
  • Experience owning the full sales cycle from prospecting through close in a high-velocity, high-volume sales environment.
  • Proficiency in Salesforce and modern sales tools (conversation intelligence, sales engagement platforms, reporting dashboards), with an analytical mindset and working knowledge of a formal sales methodology.
  • Ability to travel occasionally (up to 15%) for team meetings, conferences, and customer engagements.
  • 3+ years of direct, quota-carrying individual contributor experience as an Account Executive, Inside Sales Representative, or Customer Success Manager selling SaaS or B2B software, with a demonstrated record of meeting or exceeding quota.
  • Demonstrated ability to manage and convert inbound demand generation - lead qualification, speed-to-lead discipline, routing, and partnership with Marketing - as well as build and manage outbound prospecting motions.
  • Strong coaching instincts, with the ability to develop selling skills through call reviews, deal inspection, and direct feedback.
  • Excellent communication and presentation skills, including comfort presenting results and forecasts to senior leadership.
  • Demonstrated use of AI tools to improve personal and team productivity, and a genuine curiosity about applying new technology to the craft of selling.
  • Comfortable using AI-native tools to accelerate workflows and improve efficiency

Nice to have

  • 2-3 years of people management experience preferred
  • strong individual contributors ready for their first leadership role will be considered.
  • On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.

Compensation

  • Chicago, IL: $160,000 - $180,000
  • 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.

Benefits

  • Comprehensive healthcare options for individuals and families
  • Flexible vacation policy and paid company holidays
  • Paid parental leave, wellness stipends, and HSA contributions
  • Benefits That Work for You

Company info

  • We are passionate about our mission to power more effective and accountable government.
  • Our global team of 800+ employees is united in our commitment to challenge the status quo.
  • 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.
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This listing is sourced directly from OpenGov's careers page and normalized into a canonical job model.