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Director, Sales

California, United States (Hybrid)

Director, Sales

2 Weeks ago • 8 Years +

About the job

Summary_{By Outscal}

Lead a regional sales team for OpenGov, a leading cloud software provider for government agencies. Drive revenue growth, manage complex sales cycles, and mentor a team of sales executives. Must have 8+ years of SaaS sales experience and a proven track record of managing high-growth teams.

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

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: 90% paid Medical/Dental/Vision premium for employees, fully paid Life and Short/Long term disability insurance, Unlimited PTO, Parental Leave policy, annual wellness stipend, anniversary awards, and more!

» 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.