VP, Sales

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 to operate efficiently, adapt to change, and strengthen the public trust. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data. These solutions come together in the OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync. Learn about OpenGov’s mission to power more effective and accountable government and the vision of high-performance government for every community at OpenGov.com.

The Vice President of Sales is a key executive leader responsible for defining and executing OpenGov’s go-to-market strategy to achieve aggressive growth and expansion objectives across all market segments. Partnering closely with the Chief Revenue Officer (CRO) and Executive Leadership Team, the VP of Sales will set the strategic vision, operational direction, and performance culture for the global sales organization.

This leader oversees multiple sales segments and regional teams, driving cross-functional collaboration with Marketing, Customer Success, Product & Engineering, and Professional Services to ensure OpenGov remains the trusted market leader in powering more effective and accountable governments. Accountable for revenue attainment, forecasting accuracy, and talent development, the VP of Sales builds an inclusive, performance-driven culture that scales with OpenGov’s growth. As an owner and builder with an operator’s mindset, this leader embodies OpenGov’s Management Principles—recruiting and developing top talent, creating clarity and alignment, bringing energy and urgency, exercising sound judgment, and putting the company first. They take extreme ownership of outcomes, foster curiosity and continuous learning, and lead through transparency, accountability, and results.

• Develop and execute OpenGov’s multi-year sales strategy to achieve short- and long-term revenue targets and market expansion goals.

• Translate company strategy into actionable sales priorities, operating plans, and measurable objectives across all sales regions and customer segments.

• Partner with the CRO and COO on annual planning, budget allocation, and strategic growth initiatives, including new product adoption and market penetration.

• Own the recruiting process — hire and develop top talent and future leaders consistent with OpenGov’s “Recruit” principle.

• Model “Extreme Ownership” by taking full responsibility for team outcomes and fostering a high-performance culture.

• Bring the energy: lead from the front, inspire accountability, and maintain high standards for engagement, execution, and results.

• Build a culture of inclusion, continuous learning, and high performance rooted in curiosity and clarity.

• Build a data-driven sales operating model that aligns pipeline generation, territory optimization, and forecasting with company goals.

• Represent Sales in cross-functional strategy sessions and company-wide initiatives, ensuring strong alignment between go-to-market functions.

• Lead, develop, and mentor a high-performing sales leadership team, including Senior Directors, Directors, and Managers across multiple regions and verticals.

• Build scalable systems, processes, and enablement frameworks to drive consistency and operational excellence across the organization.

• Foster a culture of high performance, inclusion, accountability, and continuous improvement.

• Champion leadership development and succession planning to strengthen the management bench across the sales organization.

• Own forecasting, quota setting, and performance management across the entire sales organization.

• Implement sales methodologies and pipeline management best practices that ensure predictability and transparency.

• Drive alignment with Marketing, SDR, and Customer Success to optimize the end-to-end customer journey and accelerate sales velocity.

• Oversee strategic enterprise deals and act as an executive sponsor for key accounts and major public-sector relationships.

• Leverage analytics, market insights, and CRM data to identify opportunities, trends, and performance improvement levers.

• Serve as a core member of the leadership team, shaping company strategy, growth priorities, and culture.

• Partner with Product and R&D to provide market feedback and influence product roadmap decisions based on customer needs and competitive trends.

• Represent OpenGov externally at industry events, executive briefings, and key customer engagements.

• Prepare and present regular business reviews and strategic updates to the CRO, CEO, and Board of Directors.

• Experience: 15+ years in enterprise SaaS or B2B sales, with at least 7+ years in senior leadership roles overseeing large, distributed teams and multimillion-dollar revenue targets.

• Education: Bachelor’s degree required; MBA or advanced degree preferred.

• Proven success building, scaling, and leading high-growth sales organizations through multiple stages of company maturity.

• Deep experience in public sector/government technology sales or complex enterprise environments.

• Demonstrated success in designing GTM strategies that drive consistent overachievement of sales targets.

• Expertise in forecasting, quota planning, sales operations, and performance management.

• Executive presence with exceptional communication, strategic thinking, and stakeholder management skills.

• Ability to lead through change, inspire confidence, and develop future sales leaders.
  Willingness to travel as needed (up to 50%) to support teams and customers.

Compensation:

Atlanta, GA: $350,000 - $400,000

On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.

The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate’s geographical location.

A Mission That Matters.

At OpenGov, public service is personal. We are passionate about our mission to power more effective and accountable government. Government that operates efficiently, adapts to change, and strengthens public trust.  Some people say this is boring.  We think it’s the core of our democracy.

Opportunity to Innovate

The next great wave of innovation is unfolding with AI, and it will impact everything—from the way we work to the way governments interact with their residents. Join a trusted team with the passion, technology, and expertise to drive innovation and bring AI to local government. We’ve touched 2,000 communities so far, and we’re just getting started.

A Team of Passionate, Driven People

This isn’t your typical 9-to-5 job; we operate in a fast-paced, results-driven environment where impact matters more than simply clocking in and out. Our global team of 800+ employees is united in our commitment to challenge the status quo. OpenGov is headquartered in San Francisco and has offices in Atlanta, Boston, Buenos Aires, Chicago, Dubuque, Plano, and Pune.

A Place to Make Your Mark

We pride ourselves on our performance-based culture, where every employee is encouraged to jump in head-first and take action to help us improve. If you have a great idea, we want to hear it. Excellent performance is recognized and rewarded, and we love to promote from within.