Manager, SDR

OpenGov•Chicago, IL

11d•$110,000 - $125,000•Onsite

About The Position

The SDR Manager leads the front line of OpenGov's mission. This is a player-coach role for someone who's energized by developing people. You'll drive a team of 12-15 SDRs across Mid-Market, Enterprise, and Strategic motions and ensure they have the tools to meet and exceed their quotas. 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. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data. These solutions come together in the OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync.

Requirements

A track record of coaching, mentoring, and developing reps — ideally people you can point to who got promoted or turned around. This is the core of the job.
3–5 years in quota-carrying sales or business development, preferably in SaaS or tech, with experience as an SDR/BDR or team lead
A true player-coach — genuinely willing to ensure SDRs hit their quotas and stay motivated on a high-activity, in-person floor
Fluency in Salesforce, and the ability to coach on real calls in Gong
Excited by AI and what it means for government — and forward-leaning on using AI and tooling to make your team more efficient
Self-motivated and competitive, with the ability to set the energy on the floor and inspire a team
Bachelor's degree is a plus
GovTech or public-sector SaaS background is a plus — but not expected

Responsibilities

Lead and coach the team — develop a team of 12-15 SDRs to hit their individual and team quotas, aligning their prospecting to company objectives and target markets
Carry the numbers — manage the monthly quota and drive the SDR team to consistently meet or exceed this goal.
Run a real cadence — own weekly 1:1s, standups, and call reviews, and build a culture of continuous learning that prepares SDRs for AE, CSM, SE, and leadership roles
Own the metrics — monitor team performance, surface actionable insights to stakeholders, drive continuous improvement, and address performance issues directly
Partner cross-functionally — work with Marketing, Demand Gen, AEs, and regional sales leaders to build prospecting strategies and identify high-potential pipeline
Build the bench — partner with the Sr. Director of Sales Development to refine processes, training, and team culture, and to develop the next wave of sales leaders
Hire and ramp — own interviewing, assessment, and hiring decisions on performance potential and culture add, and onboard new reps so they ramp fast