Sales Development Representative

OpenGov•Atlanta, GA

20d•$50,000 - $60,000

About The Position

The Sales Development Representative (SDR) is the front line of OpenGov’s mission to connect government leaders with technology that helps their communities run better. The role focuses on generating and managing pipeline through outbound prospecting, lead follow-up, and collaboration with Account Executives and Marketing. SDRs develop expertise in OpenGov’s cloud-based platform and communicate its value to government decision-makers. The position offers hands-on training, mentorship, a structured ramp, and a path to a full-cycle sales career, including promotion to Account Executive for SDRs who consistently meet quota and take ownership of their development. The role is based in Atlanta, Georgia. Compensation is listed at $50,000–$60,000, including base pay and a portion of variable compensation earned based on company and individual performance. Final compensation depends on qualifications, expertise, and geographic location. The team works in a fast-paced, results-driven environment, and the role includes attending trade shows and government events. OpenGov describes itself as a mission-driven company focused on helping governments operate efficiently, adapt to change, and strengthen public trust. Its team has more than 800 employees and is headquartered in San Francisco, with offices including Atlanta. The company offers healthcare options, vacation and holidays, retirement matching, parental leave, wellness support, professional development, and a collaborative office 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 communication skills, including the ability to talk to people not previously met and establish a positive connection.
Curiosity about technology and its role in government, competitive drive, and passion for advancing the public sector.
Interest in AI and the ability to speak credibly about its relevance to government operations.
Bachelor’s degree preferred.
Familiarity with CRM tools such as Salesforce is a plus.
B2B, SaaS, finance, budgeting, or government background is a bonus but is not expected at this level.

Nice To Haves

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

Responsibilities

Build and own a pipeline by researching market trends and identifying business opportunities in an assigned territory through outbound calls, emails, and LinkedIn outreach.
Develop in-depth knowledge of OpenGov’s cloud-based platform and the problems it solves for cities, counties, special districts, and state agencies.
Partner with Account Executives on territory strategy, qualify opportunities for 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 people running cities.
Analyze and follow up on conference and event leads to pursue worthwhile opportunities.
Collaborate cross-functionally with Marketing to improve lead-to-opportunity conversion from campaigns and inbound activity.