Manager, SMG Sales

The role

The Manager, SMG leads a team of quota-carrying Account Executives through the full sales cycle. This hands-on leadership role involves coaching reps on live deals, inspecting pipeline, and leveraging AI to multiply team output.

What you will do

• Own the team's monthly and quarterly bookings number.
• Drive consistent outbound prospecting alongside inbound demand.
• Build and enforce a disciplined inbound response motion.
• Run a weekly cadence of pipeline reviews, call reviews, and 1:1s.
• Deliver accurate weekly forecasts and maintain Salesforce data integrity.
• Recruit, hire, onboard, and ramp new representatives.
• Champion the adoption of AI tools across the team.
• Work closely with cross-functional teams to drive revenue growth.
• Develop the team's command of products, buying processes, and the competitive landscape.
• Foster a positive, competitive, high-accountability culture.

Required 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.
• Demonstrated record of meeting or exceeding quota.
• Experience owning the full sales cycle from prospecting through close in a high-velocity, high-volume sales environment.
• Ability to manage and convert inbound demand generation and build outbound prospecting motions.
• Strong coaching instincts.
• Excellent communication and presentation skills.
• Proficiency in Salesforce and modern sales tools.
• Working knowledge of a formal sales methodology.
• Demonstrated use of AI tools to improve personal and team productivity.
• 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.

Nice to have

• 2-3 years of people management experience

Benefits

• Comprehensive healthcare options for individuals and families
• Flexible vacation policy and paid company holidays
• 401(k) with company match
• Paid parental leave
• Wellness stipends
• HSA contributions
• Professional development and growth opportunities
• Collaborative office environment with weekly catered lunches

About the company

OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S. More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the OpenGov Public Service Platform.