Director, Sales

About the role

You will architect and execute a regional sales strategy that defines how your team wins new public sector customers and expands existing relationships at the state and local level. You own the full sales lifecycle for a designated territory, from initial prospecting and opportunity creation through complex negotiations, deal closure, and long-term account expansion. You are responsible for building, mentoring, and scaling a high-performing team of field sales executives who embody the company's mission to modernize government through technology. You will translate market feedback into actionable insights that directly influence product development and go-to-market initiatives. This role demands a leader who operates with integrity, drives revenue with precision, and champions a culture of accountability and collaboration. You will ensure that every customer interaction reflects the highest standards of service and strategic value.

Key facts

What you'll do

Develop a comprehensive territory strategy that identifies target segments, key stakeholders, and long-term growth plans for public sector customers.

Coach and mentor a field sales team, balancing roles as both a hunter securing new logos and a consultative advisor managing complex enterprise deals.

Recruit, hire, and build a high-performing sales organization, focusing on retention, skill development, and continuous performance improvement.

Manage intricate sales cycles involving multiple stakeholders and concurrent engagements, actively participating from discovery through implementation.

Maintain rigorous sales forecasting discipline, consistently meeting monthly and quarterly performance within a ten percent margin of error from actual bookings.

Maintain a visible presence in the field by directly engaging in customer meetings, product demonstrations, and strategic account reviews.

Identify and negotiate major opportunities, applying high-leverage activities to overcome objections and secure executive sponsorship with C-suite support.

Utilize a structured sales methodology to qualify opportunities, uncover latent needs, and build strategic threads that enhance pipeline depth and forecast accuracy.

Master the intricacies of the public sector product suite, industry regulations, and competitive landscape to position solutions that drive customer adoption and retention.

Establish a company culture rooted in accountability, transparency, and excellence, ensuring that OpenGov's core values are demonstrated in every customer interaction.

Champion open communication, creativity, and imaginative problem-solving to inspire team collaboration and unlock new business opportunities.

Collaborate cross-functionally with SDR, R&D, Marketing, Sales Operations, Professional Services, and Customer Success to align strategy and deliver exceptional service.

Provide executive-level reporting on sales performance, pipeline health, and key activities to senior leadership on a recurring basis.

Relentlessly pursue quota attainment and revenue growth, setting the standard for excellence across the regional sales organization.

Drive adoption of the CRM platform, ensuring data integrity, accurate forecasting, and actionable insights from Salesforce to support decision-making.

Lead by example, demonstrating resilience, adaptability, and a commitment to ethical sales practices in every engagement.

Requirements

Possess a minimum of eight years of direct sales experience focused on selling SaaS, B2B, and enterprise software solutions to Vice President, SVP, and C-Level Executives.

Hold a Bachelor's degree or equivalent qualification in business or a relevant discipline that supports strategic selling in the public sector.

Demonstrate a proven history of managing and scaling high-growth sales teams, including hiring, mentoring, retaining, and developing top performers.

Commit to a minimum of fifty percent travel to customer sites, conferences, and internal meetings across the assigned territory.

Bring experience operating within high-growth, disruptive technology environments that challenge traditional government service models.

Show a documented track record of meeting and exceeding revenue quotas in field sales roles across multiple fiscal periods.

Exhibit meticulous attention to detail, strong relationship-building capabilities, and an unwavering focus on high-caliber customer service.

Display a passionate commitment to developing people, fostering their growth, and creating opportunities for career advancement within the team.

Embrace a self-starter mentality, functioning as a closer who can rapidly build a substantial pipeline of qualified business opportunities.

Possess a sophisticated understanding of sales methodologies, processes, and frameworks that underpin predictable revenue generation.

Maintain excellent written and verbal communication skills, with a particular strength in high-stakes presentation and executive-level messaging.

Have hands-on experience with Customer Relationship Management systems, with a demonstrated proficiency in Salesforce being a distinct advantage.

Operate in alignment with OpenGov's mission to deliver effective and accountable government solutions, respecting the public trust placed in the organization.

Adhere to the professional standards and ethical guidelines that govern public sector sales engagements and regulatory compliance.

Nice to have

Experience selling to federal, state, and local government entities within the United States.

Familiarity with enterprise asset management, procurement, contract management, accounting, budgeting, permitting, licensing, and transparency solutions.

Understanding of how AI and ERP platforms integrate to transform public service delivery and administrative efficiency.

Knowledge of grant funding mechanisms, reimbursement models, and how technology solutions support compliance.

Practical notes

This role requires a minimum of 50% travel.

Candidates must be authorized to work in the United States without sponsorship.

The listed compensation range applies to the state of Georgia, with adjustments made for other states.