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Manager, SDR

OpenGov is home to an exceptional team - passionate about our mission to power more effective and accountable government. By bringing the OpenGov Cloud to our nation's state and local government, we’re transforming communities so they can thrive! 


Imagine yourself being able to help small business owners open their doors faster, ensuring our tax dollars are accounted for, creating safer infrastructure, modernizing the permitting process, and assisting with disaster recovery. The work you do here every day has a meaningful impact on people's lives!


🌟 OpenGov is a 2023 Top Workplaces USA award winner and a Forbes America's Best Startup Employer ðŸŒŸ


Join our smart, fun, and humble team to experience the most rewarding career of your life!



Job Summary:


As an integral part of the Sales Team, the Manager, SDR at OpenGov leads a high-performing team of Sales Development Representatives (SDRs) to drive new business acquisition and customer upsells within the government sector. This role involves managing a team of 8-10 direct reports, with a strong emphasis on their professional development. The SDR Manager is responsible for not only achieving team targets but also cultivating future Account Executives, Customer Success Managers, Solution Engineers, and sales leaders. The role represents a strategic leadership position, focusing on both operational excellence and long-term talent development within the sales organization.


Responsibilities:
  • Lead, mentor, and coach a team of 8-10 SDRs to achieve their individual and team quotas. Provide guidance and strategic direction to align their prospecting efforts with company objectives and target markets.. 
  • Monitor and analyze team performance metrics, providing detailed reports and actionable insights to stakeholders. Implement strategies for continuous improvement and address any performance issues.
  • Hold a personal monthly quota and drive the SDR team to consistently meet or exceed this goal.
  • Partner with Marketing and Demand Generation teams to develop and execute effective prospecting strategies, identifying high-potential leads and upsell opportunities.
  • Conduct weekly one-on-one and team meetings to offer training, support, and career development for SDRs. Foster a culture of continuous learning to prepare SDRs for future roles, including Account Executives and Customer Success Managers.
  • Work closely with the Director, Sales Development to refine processes, training programs, and team culture to optimize results and develop future sales leaders.
  • Assist in onboarding and training new team members ensuring they are well-prepared for their roles. Participate in interviewing, assessing candidates, and making hiring decisions based on performance potential and cultural fit.
  • Conduct interviews, assess candidates, and make hiring decisions based on performance potential and cultural fit.


Requirements and Preferred Experience:
  • Bachelor’s degree strongly preferred in Business, Finance, Accounting, or a related field .
  • 3-5 years of experience in quota-achieving sales or business development roles, preferably in the technology or software industry, with a background as an SDR or Team Lead.
  • Demonstrated leadership experience with a track record of coaching, mentoring, and developing team members.
  • Deep understanding of the sales processes, preferably in SaaS or the government sector.
  • Proven track record of meeting sales quotas and contributing to team goals.
  • Excellent written and verbal communication skills.
  • Proficiency in CRM software, preferably Salesforce.com.
  • Prior experience with cold calling or sales bootcamp training is advantageous.
  • Passionate about the intersection of sales and technology and its societal impact.
  • Self-motivated, creative, results-driven, solution-oriented, and competitive.
  • Strong team skills, with the ability to inspire and motivate others.
  • Ability to work collaboratively with cross-functional teams.
  • Ability to develop and execute strategic plans, manage performance, and drive continuous improvement.


$107,000 - $125,000 a year
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.

What makes OpenGov unique


» Leadership: CEO Zac Bookman (MPA from Harvard and JD from Yale) is truly a mission-driven CEO. He was named one of the 100 most Intriguing Entrepreneurs by Goldman Sachs, a Tech Pioneer by the World Economic Forum, and SF and Silicon Valley Business Times' 40 under 40 class of 2018!


» Growth: Record breaking growth with 1,800+ governments (and counting) using our products. Click here to read more.


» Culture: Winner of 2023 Top Workplaces USA award, Awarded Top 25 Cloud Companies to Work For, Winner of Forbes 2022 Best Startup Employers, 50 Best Workplaces award. Check out our Careers Video!


» Perks: Comprehensive medical, dental, and vision coverage for you and your family. We almost forgot to mention: New parents get paid leave to welcome your new bundle of joy into your family. Plus, a wellness stipend for gym memberships/fitness classes for medical plan enrollees, employer HSA contribution, and lunch in-office every Wednesday.


» Product: Named to the GovTech 100 (seven consecutive years), we are the leader in cloud software for our nation's cities, counties, and state agencies.


» Mission Driven: We are a technology company with a passion for the mission. We're powering more effective and accountable government.


Come join us and make a positive social impact!



OpenGov is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

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Average salary estimate

$116000 / YEARLY (est.)
min
max
$107000K
$125000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Manager, SDR, OpenGov

As the Manager, SDR at OpenGov in Boston, MA, you'll step into a role where your leadership skills can shine brightly! OpenGov is on a mission to empower local and state governments, and with your team of 8-10 Sales Development Representatives (SDRs), you'll play a key role in facilitating meaningful change. Your day-to-day will revolve around mentoring and coaching your SDRs, ensuring they not only meet targets but also grow into future sales leaders within the company. With a keen focus on the government sector, you'll strategize and monitor performance metrics, providing impactful insights that drive continuous improvement. Imagine collaborating closely with marketing and demand generation teams, leveraging their expertise to uncover high-value leads and upsell opportunities. Your leadership extends into creating a culture of learning, conducting one-on-one meetings, and refining onboarding processes for new team members. If you've spent 3-5 years in sales or business development — perhaps even as a team lead — and share a passion for technology's societal impact, we’d love to meet you. You’ll find a supportive environment where your contributions matter. Plus, with our impressive accolades — like being named a Top Workplace USA and Forbes' Best Startup Employer — you'll be joining a top-tier organization that values its people just as much as its mission. Ready to help us transform communities? Apply now and make a lasting impact!

Frequently Asked Questions (FAQs) for Manager, SDR Role at OpenGov
What are the responsibilities of the Manager, SDR at OpenGov?

The Manager, SDR at OpenGov is primarily responsible for leading a team of Sales Development Representatives to drive new business acquisition and customer upsells in the government sector. This includes mentoring SDRs, analyzing performance metrics, meeting monthly quotas, and collaborating with marketing to build effective prospecting strategies.

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What qualifications are required for the Manager, SDR position at OpenGov?

Candidates for the Manager, SDR role at OpenGov should preferably hold a Bachelor's degree in Business, Finance, Accounting, or a related field. Additionally, 3-5 years of experience in quota-achieving sales or business development roles, particularly in the tech or software industry, along with leadership experience, are essential.

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How does OpenGov support the professional development of SDRs?

OpenGov places a strong emphasis on the professional development of its SDRs. The Manager, SDR conducts regular one-on-one meetings, offers training, and fosters a culture of continuous learning. This prepares team members for future roles, such as Account Executives and Customer Success Managers.

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What does success look like for the Manager, SDR at OpenGov?

Success for the Manager, SDR at OpenGov means consistently achieving team sales quotas, developing high-performing team members, and optimizing team processes and strategies in alignment with the company's objectives. It also involves nurturing a positive team culture committed to personal and professional growth.

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What is the compensation range for the Manager, SDR position at OpenGov?

The compensation range for the Manager, SDR position at OpenGov is between $107,000 and $125,000 annually. This figure includes base salary and a portion of variable compensation earned based on individual and company performance.

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Common Interview Questions for Manager, SDR
How do you approach leading a team of Sales Development Representatives?

In leading a team of SDRs, I prioritize mentorship and personal development. I believe in setting clear expectations, providing regular feedback, and encouraging open communication. This approach fosters an environment where team members feel supported and motivated to achieve their goals.

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What strategies do you implement to ensure your team meets sales quotas?

To ensure my team meets sales quotas, I focus on setting achievable yet challenging targets, providing necessary resources and training, and regularly reviewing performance metrics with the team. I also collaborate with marketing to align our prospecting strategies, making sure we target high-potential leads.

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Can you give examples of how you have developed team members for future sales roles?

Certainly! In previous roles, I have implemented personalized development plans for each team member, focusing on their strengths and areas for improvement. This included arranging mentorship opportunities, hands-on training, and regular reviews to track their progress toward roles such as Account Executive or Customer Success Manager.

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What tools do you find helpful for managing an SDR team effectively?

I find CRM tools like Salesforce to be invaluable for managing SDR teams. They provide insight into performance, help track leads, and facilitate communication. Additionally, sales enablement platforms allow for better training and resource sharing among the team, further enhancing productivity.

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How do you foster a positive team culture amongst your SDRs?

Fostering a positive team culture among SDRs involves celebrating successes, creating a supportive atmosphere, and encouraging team bonding activities. I'm a strong advocate for transparency and open communication, which helps build trust and camaraderie within the team.

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What metrics did you track in your previous SDR roles to measure success?

In my previous SDR roles, I tracked metrics such as the number of qualified leads generated, conversion rates, individual quota achievement, and overall team performance against targets. These metrics provide a comprehensive view of both individual and team success.

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How do you handle underperforming team members?

When handling underperforming team members, I focus on identifying the root causes of their challenges. I set up one-on-one meetings to provide targeted feedback, offer additional training, and develop a clear action plan with set expectations and timelines for improvement.

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What do you believe is the most important quality in a successful SDR Manager?

The most important quality in a successful SDR Manager is the ability to inspire and motivate team members. This involves not only setting a vision and clear goals but also recognizing individual contributions and encouraging a growth mindset within the team.

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How do you collaborate with marketing and demand generation teams?

I collaborate with marketing and demand generation teams by engaging in regular meetings to align our strategies and share insights on lead quality. Together, we analyze feedback and adjust our approaches based on what works best in targeting potential customers.

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What are your long-term goals as a Manager, SDR?

As a Manager, SDR, my long-term goals include successfully developing my team into high-performing sales professionals, contributing to overall company growth, and continually refining our processes to adapt to market changes. Additionally, I aim to bring innovative selling strategies that position us ahead in the industry.

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Powering more Effective and Accountable Government

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DATE POSTED
January 28, 2025

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