Sales Development Representative (SDR)

Job Description

About OpenGov:

OpenGov is a leading provider of AI-enabled software for cities, counties, state agencies, and special districts across the United States. With a mission to power more effective and accountable government, they serve over 2,000 communities. Their platform caters specifically to the public sector’s needs in asset management, permitting and licensing, procurement and contract management, tax and revenue, budgeting and planning, and financial management. OpenGov aims to help organizations operate more efficiently, adapt to change, and strengthen public trust. They describe themselves as a game-changing, cloud-based software company revolutionizing antiquated government operations. They emphasize a vibrant and dynamic team focused on customer value and delight. OpenGov boasts a record-breaking track record of exceeding performance goals and aims to more than double its revenue in the next two years.

Job Description: Sales Development Representative (SDR)

This entry-level position at OpenGov is for a Sales Development Representative (SDR). The SDR plays a crucial role in driving business growth by connecting with government leaders nationwide and showcasing OpenGov’s solutions. This involves:

• Prospecting and Lead Generation: Developing and executing effective prospecting strategies to identify new business opportunities within assigned territories. This includes utilizing tools like Salesforce.com, LinkedIn Sales Navigator, and Outreach to generate leads and schedule product demos. The role requires a high volume of calls and emails, effectively communicating OpenGov’s value proposition, overcoming objections, and building rapport.
• Market Analysis and Strategy: Assessing market trends and customer needs to identify opportunities for OpenGov in the public sector. Collaborating with Account Executives and Customer Success managers to align prospecting strategies and meet monthly quotas.
• Product Expertise: Becoming a product expert on OpenGov’s cloud-based platform, understanding its applications for local, state, special districts, and non-profits.
• Lead Qualification and Management: Prioritizing and managing leads, ensuring optimal opportunities are pursued. Analyzing and following up on leads generated at conferences and events.
• Collaboration and Marketing: Working with the marketing team to optimize lead generation and conversion strategies. Attending trade shows and events to promote OpenGov’s offerings.

Requirements and Preferred Experience:

• Bachelor’s degree (strongly preferred) in Business, Finance, Accounting, or a related field.
• 0-2 years of experience in sales or a customer-facing role (internships, campus jobs, etc. are considered).
• Experience in B2B, SaaS, finance, budgeting, and/or accounting is a plus.
• Familiarity with Salesforce or a similar CRM system is preferred.
• Excellent computer skills (G Suite and other business software).
• Self-motivation, creativity, results-orientation, competitive drive, and adaptability to fast-paced environments.
• Enthusiasm for learning about sales processes, technology, and the gov-tech industry.
• Previous experience with cold calling, in-person sales meetings, or sales boot camps is a plus.
• Passion for driving industry transformation and understanding the challenges and opportunities within the government sector.

Compensation: $45,000 – $60,000 (base plus variable compensation based on performance). The final compensation will depend on qualifications, expertise, and location.