Manager of SMG Sales

Join OpenGov as the Manager of SMG Sales, where you will lead a team of Account Executives in the full sales cycle, from prospecting to closing. This hands-on leadership role requires a focus on coaching, pipeline inspection, and removing obstacles. You will be responsible for delivering the team's bookings number, driving consistent outbound prospecting, and building a disciplined inbound response motion. Success will be measured by team attainment, pipeline health, rep productivity, and the development of sellers within OpenGov.

• Lead and manage a team of Account Executives through the full sales cycle, ensuring they meet or exceed their quotas.
• Develop and implement disciplined, repeatable sales processes for both inbound and outbound sales efforts.
• Utilize AI tools to enhance team productivity, streamline administrative tasks, and improve sales outcomes.

• 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
• Ability to travel occasionally (up to 15%) for team meetings, conferences, and customer engagements
• Excellent communication and presentation skills, including comfort presenting results and forecasts to senior leadership
• 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
• Experience owning the full sales cycle from prospecting through close in a high-velocity, high-volume sales environment
• Strong coaching instincts, with the ability to develop selling skills through call reviews, deal inspection, and direct feedback
• Demonstrated use of AI tools to improve personal and team productivity, and a genuine curiosity about applying new technology to the craft of selling
• 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
• Comfortable using AI-native tools to accelerate workflows and improve efficiency
• Bachelor's degree (or equivalent experience) in business, marketing, or a related field
• 2-3 years of people management experience preferred; strong individual contributors ready for their first leadership role will be considered