Sales Development Representative

OpenGov•San Francisco, CA

20d•$65,000 - $75,000

About The Position

The Sales Development Representative (SDR) is the front line of OpenGov’s mission, connecting government leaders with technology that helps their communities run better. The role focuses on generating pipeline through outbound prospecting and lead follow-up, learning OpenGov’s cloud-based platform, qualifying opportunities for demonstrations, and collaborating with Account Executives and marketing. OpenGov provides hands-on training, mentorship, a structured ramp, and a stated path to a full-cycle sales career and Account Executive promotion for SDRs who consistently meet quota and take ownership of their development. The team operates in a fast-paced, results-driven environment.

Requirements

0–2 years of experience in sales, a customer-facing role, or another experience that developed communication skills; internships, campus jobs, retail, service industry, and bootcamps count.
Confident communicator who can speak with new people and make a positive impression.
Curiosity about technology and its role in government, competitive drive, and passion for advancing the public sector.
Interest in AI and its role in government, with the ability to speak credibly about it.
Bachelor’s degree preferred.
Familiarity with CRM tools such as Salesforce is a plus.
Background in B2B, SaaS, finance, budgeting, or government is a bonus but is not expected at this level.

Nice To Haves

Bachelor’s degree.
Familiarity with CRM tools such as Salesforce.
Background in B2B, SaaS, finance, budgeting, or government.

Responsibilities

Research market trends and identify business opportunities within an assigned territory through high-volume outbound calls, emails, and LinkedIn outreach.
Develop deep knowledge of OpenGov’s cloud-based platform and the problems it solves for public sector organizations.
Partner with Account Executives on territory strategy, qualify opportunities that lead to demos, and collaborate on approaches to convert prospects into customers.
Use Salesforce, Outreach, and LinkedIn to generate daily activity, prioritize leads, and manage the pipeline.
Clearly and persuasively communicate OpenGov’s value and establish credibility with government decision-makers.
Maintain strong weekly prospecting activity while remaining adaptable, focused, and coachable.
Attend trade shows and government events, promote OpenGov’s offerings, and build relationships with government professionals.
Analyze and follow up with conference and event leads.
Collaborate with marketing to support lead-to-opportunity conversion from campaigns and inbound activity.