Manager of Sales Development Job Arlington Heights area,Illinois USA,Management

The Manager, Sales Development leads the front line of Open Gov’s mission. You won’t just hit a number — you’ll build and coach a team of SDRs who connect government leaders with technology that helps their communities run better
This is a player-coach role for someone who’s energized by developing people: you’ll drive a team of 12-15 SDRs across Mid-Market, Enterprise, and Strategic motions and ensure they have the tools to meet and exceed their quotas
We like to promote at least 75% of our internal SDR team members! In 2025, our SDR org delivered 30 internal promotions and 60 new hires, growing the team 200% over the last year — your job is to keep that engine running. You won’t be maintaining a team. You’ll be building one
Lead and coach the team — develop a team of 12-15 SDRs to hit their individual and team quotas, aligning their prospecting to company objectives and target markets
Carry the numbers — manage the monthly quota and drive the SDR team to consistently meet or exceed this goal
Run a real cadence — own weekly 1:1s, standups, and call reviews, and build a culture of continuous learning that prepares SDRs for AE, CSM, SE, and leadership roles
Own the metrics — monitor team performance, surface actionable insights to stakeholders, drive continuous improvement, and address performance issues directly
Partner cross-functionally — work with Marketing, Demand Gen, AEs, and regional sales leaders to build prospecting strategies and identify high-potential pipeline
Build the bench — partner with the Sr. Director of Sales Development to refine processes, training, and team culture, and to develop the next wave of sales leaders
Hire and ramp — own interviewing, assessment, and hiring decisions on performance potential and culture add, and onboard new reps so they ramp fast
A clear path forward. This role has high growth opportunities as our company continues to scale. You’ll be leading one of Open Gov’s fastest-growing hubs, and strong people-developers get noticed quickly
You build people who get promoted. The team you lead feeds an AE org where SDRs get promoted quickly. Open Gov genuinely promotes from within — the best part of this job is watching your reps move up
The mission is real. Open Gov serves 2,000+ governments, and roughly 1 in 3 people in the US is touched by an Open Gov customer. Mission-driven selling makes a team easier to motivate, coach, and retain

Benefits

Work from anywhere
Unlimited vacation
Mission-driven colleagues
World‑class healthcare
Professional development

Qualifications

This is a player-coach role for someone who’s energized by developing people: you’ll drive a team of 12-15 SDRs across Mid-Market, Enterprise, and Strategic motions and ensure they have the tools to meet and exceed their quotas
Gov Tech or public‑sector SaaS background is a plus — but not expected
Bachelor’s degree is a plus
A true player‑coach — genuinely willing to ensure SDRs hit their quotas and stay motivated on a high‑activity, in‑person floor
3–5 years in quota‑carrying sales or business development, preferably in SaaS or tech, with experience as an SDR/BDR or team lead
Excited by AI and what it means for government — and forward‑leaning on using AI and tooling to make your team more efficient
Fluency in Salesforce, and the ability to coach on real calls in Gong
A track record of coaching, mentoring, and developing reps — ideally people you can point to who got promoted or turned around. This is the core of the job
Self‑motivated and competitive, with the ability to set the energy on the floor and inspire a team