Director, Sales

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 🌟

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

Job Summary:

The Director of Sales will be responsible for leading one of our regional Sales Teams with a focus on setting the regional strategy for acquiring new customers and driving revenue growth. As a leader of one of our sales teams, you are tasked with recruiting, hiring, motivating developing, and leading our field sales executives who are helping OpenGov deliver on its mission to power more effective and accountable government. In this role, you will directly impact the growth of the team, drive our sales process and methodology, and develop your people into the next sales stars at OpenGov. OpenGov's team is seen as the market leader. This individual will work collaboratively throughout the organization to ensure their team upholds the highest standards of integrity, quality, and customer service to our customers.

Responsibilities:

• Help Account Executives develop a territory strategy to drive revenue growth, business and partnership development, and community building
• Coach Sales team to ensure they can serve as both "Hunter" and "Consultative Sales Professional" - often at the same time
• Recruit, hire, supervise, and continually develop & mentor a premiere sales team to achieve success and meet the overall goals of the territory and company
• Help your team manage complex sales cycles and multiple engagements simultaneously, often being a part of the process from beginning to close
• Consistently forecast monthly and quarterly performance within a 10% margin of error from actual bookings
• Play a hands-on role with the field sales organization, having a personal presence and high visibility in the field, and directly participate in customer sales cycles
• Apply the highest leverage activities to identify, negotiate contracts, and drive major opportunities with support from the executive team
• Leveraging the sales framework to ensure we qualify, test, and identify gaps in opportunities to drive “threads” in opportunities for improved pipeline and sales forecasting
• Become thoroughly familiar with the existing product/service line, the industry, and the competition, to drive growth of the business & deliver on customer engagement, sales, and revenue goals
• Set the “tone” for the company culture, fostering a success-oriented, accountability-based culture, and ensuring the core values of OpenGov are put into practice
• Exemplify the values of open communication, creativity, and imagination to promote team spirit to solve problems and identify & capture new business opportunities
• Partner across the organization with organizations such as SDR, R&D, Marketing, Sales Operations, Professional Services, and Customer Success to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers
• Report on sales activities and forecasts to senior management
• Overachieve quota

Requirements and Preferred Experience:

• Minimum 8 years of direct sales experience, selling SaaS, B2B, enterprise software to VP, SVP, and C-Level Executives
• Bachelor's degree (or equivalent) in business or relevant subject
• Previous track record of managing high-growth sales teams (Hiring, Retaining, Mentoring etc.)
• Experience working in high-growth and industry “disruptive” technology companies
• Proven track record meeting and exceeding revenue quota in a Field Sales role
• Detail-oriented, strong relationship-building skills, and a focus on a high level of customer service
• Passionate about developing people
• Self-starter, closer who can help team members create a large pipeline of business within a short period of time.
• Strong understanding of sales methodologies and processes
• Excellent written and verbal communication skills, including high-caliber presentation skills
• Experience with a CRM, ideally SalesForce