Job SummaryThe Manager, SMG leads a team of quota-carrying Account Executives who own the full sales cycle - from prospecting and inbound lead response through close. This role is responsible for delivering the team's bookings number by building a disciplined, repeatable motion across both inbound demand and self-sourced outbound pipeline.
This is a hands-on leadership role. The Manager spends the majority of their time coaching reps on live deals, inspecting pipeline, reviewing calls, and removing obstacles. We expect this leader to actively leverage AI to multiply the output of a small team - automating administrative work, sharpening research and outreach, and giving reps more time in front of customers. Success is measured by team attainment, pipeline health, rep productivity and ramp time, and the development of sellers who advance within OpenGov.
Responsibilities- Own the team's monthly and quarterly bookings number, leading and motivating a group of quota-carrying Inside Sales Representatives across new logo acquisition and expansion within existing accounts.
- Drive consistent outbound prospecting alongside inbound demand, holding the team accountable to activity standards that generate self-sourced pipeline.
- Build and enforce a disciplined inbound response motion - speed-to-lead standards, qualification criteria, routing, and follow-up cadences - and partner closely with Marketing and Demand Generation on lead quality, conversion rates, and campaign feedback.
- Run a weekly cadence of pipeline reviews, call reviews, and 1:1s that develop selling skills - discovery, objection handling, multi-threading, and closing - and inspect every opportunity against a defined qualification framework.
- Deliver accurate weekly forecasts, maintain Salesforce data integrity, and use funnel metrics (conversion, win rate, cycle length, deal size, rep productivity) to diagnose problems and take action.
- Recruit, hire, onboard, and ramp new representatives; shorten time to first deal and manage performance directly, addressing underperformance early and constructively.
- Champion the adoption of AI tools across the team to accelerate research, personalize outreach at scale, surface insights from calls, and reduce administrative work - while coaching responsible use, accuracy, and data security in all customer-facing output.
- Work closely with cross-functional teams, such as Solution Engineering, Professional Services, Marketing, Product, and Customer Success, to drive revenue growth.
- Develop the team's command of OpenGov's products, the public sector buying process, and the competitive landscape, collaborating cross-functionally with Solution Engineering, Sales Development, Marketing, Customer Success, and Deal Desk.
- Foster a positive, competitive, high-accountability culture where reps want to work and want to win.
Qualifications- Bachelor's degree (or equivalent experience) in business, marketing, or a related field.
- 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.
- 2-3 years of people management experience preferred; strong individual contributors ready for their first leadership role will be considered.
- Experience owning the full sales cycle from prospecting through close in a high-velocity, high-volume sales environment.
- 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.
- Strong coaching instincts, with the ability to develop selling skills through call reviews, deal inspection, and direct feedback.
- Excellent communication and presentation skills, including comfort presenting results and forecasts to senior leadership.
- 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.
- Demonstrated use of AI tools to improve personal and team productivity, and a genuine curiosity about applying new technology to the craft of selling.
- Comfortable using AI-native tools to accelerate workflows and improve efficiency
- Ability to travel occasionally (up to 15%) for team meetings, conferences, and customer engagements.
CompensationChicago, IL: $160,000 - $180,000
On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.
The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate's geographical location.
