Sr. Sales Operations Manager at Opengov

Job description

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 opengov.com. JOB SUMMARY: OpenGov is seeking a Senior Sales Operations Manager to serve as the primary operations partner to the Chief Revenue Officer. This is an individual contributor role that blends deep sales operations analysis with chief of staff responsibilities: owning the metrics and reporting the sales organization runs on, keeping commitments and major initiatives on track, and preparing the CRO and the sales leadership team to make decisions quickly and with confidence. The role carries broad influence without formal reporting lines. It sets the analytical standard for the sales analyst team and acts as their working lead, while partnering with sales leadership on performance management, headcount planning, and hiring. The right person is a builder and a closer who is equally comfortable constructing a model at midnight and walking the CRO through the implications the next morning. This is a demanding, high-visibility seat on a team that runs lean by design, and it requires discretion, judgment, and a bias toward owning outcomes rather than tasks. RESPONSIBILITIES: - Act as the operations partner to the Chief Revenue Officer, owning the Revenue organization’s operating cadence, preparing the CRO for the meetings that matter, capturing commitments made in those meetings, and driving them to closure across the leadership team. - Own the metrics layer for the sales organization, including pipeline coverage and health, conversion and velocity, quota attainment, productivity, and forecast accuracy, with consistent definitions and reporting leadership trusts. - Run the weekly forecast process end to end, including roll-up, inspection, risk and upside assessment, and the accuracy analysis that improves the call over time. - Drive major cross-functional initiatives on behalf of the CRO from framing through delivery, holding functional owners to timelines, surfacing risk early, and escalating only what genuinely requires the CRO. - Serve as the working lead to the sales analyst team, setting analytical standards, reviewing and raising the quality of their output, prioritizing their work against business need, and mentoring them without a formal reporting relationship. - Partner with sales leadership on performance management, including rep and team scorecards, attainment and coverage analysis, quarterly business review preparation, and the analysis that supports difficult personnel decisions. - Support headcount planning and hiring for the sales organization in partnership with Talent Acquisition and Finance, including requisition sequencing, capacity and ramp modeling, interview participation, and time-to-productivity tracking. - Lead territory, quota, and capacity planning cycles in partnership with GTM Strategy and Finance, and support in modeling the revenue impact of coverage and segmentation changes. - Apply AI as the default working method, using it to compress analysis, reporting, meeting preparation, and executive communication as well as systems and process improvements. - Handle confidential information regarding compensation, performance, organizational design, and strategy with complete discretion. - Take on unscoped and ambiguous problems as they surface, prioritizing business impact over role boundaries on a lean team. REQUIREMENTS AND PREFERRED EXPERIENCE: - Minimum of 10 years in sales operations, revenue operations, business analytics, or a finance function supporting a go-to-market organization required, with demonstrated upward progression - Direct experience supporting a sales organization in a business-to-business SaaS model required, including forecasting, pipeline management, and quota and territory planning - Experience partnering with or directly supporting a senior revenue executive required, with the judgment to know what to escalate, what to resolve independently, and what to anticipate - Demonstrated ability to lead and raise the quality of other analysts without formal authority required - Advanced analytical and modeling capability required, including the ability to independently assemble disparate data sets into a defensible model in Excel or Google Sheets and to work directly within a business intelligence tool - Deep hands-on proficiency with Salesforce required, including reporting, data quality management, and requirements definition - Strong executive presence and communication skills required, including the ability to present analysis to executives and to defend a recommendation under pressure - Program management discipline required, including the ability to run multiple concurrent initiatives across functions and deliver on committed dates - Demonstrated AI-first working habits required, with specific examples of applying AI tooling to compress cycle time, reduce manual effort, or improve decision quality - Hustle and grit required. This is a high-ownership seat on a lean team and not a role to coast in. Comfort with ambiguity, shifting priorities, and limited support infrastructure is essential - Bachelor's degree in business, finance, economics, or a related analytical discipline required - Experience with sales compensation design or administration preferred Compensation: Boston, MA: $160,000 - $180,000 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. WHY OPENGOV? 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, Chicago, Dubuque, Dallas, 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. Benefits That Work for You Enjoy an award-winning workplace with the benefits to match, including: - Comprehensive healthcare options for individuals and families - Flexible vacation policy and paid company holidays - 401(k) with company match - Paid parental leave, wellness stipends, and HSA contributions - Professional development and growth opportunities - A collaborative office environment with weekly catered lunches.

Requirements

Must-haves

Run the weekly forecast process end to end, including roll-up, inspection, risk and upside assessment, and the accuracy analysis that improves the call over time.
Drive major cross-functional initiatives on behalf of the CRO from framing through delivery, holding functional owners to timelines, surfacing risk early, and escalating only what genuinely requires the CRO.
Lead territory, quota, and capacity planning cycles in partnership with GTM Strategy and Finance, and support in modeling the revenue impact of coverage and segmentation changes.
Apply AI as the default working method, using it to compress analysis, reporting, meeting preparation, and executive communication as well as systems and process improvements.
Handle confidential information regarding compensation, performance, organizational design, and strategy with complete discretion.
Take on unscoped and ambiguous problems as they surface, prioritizing business impact over role boundaries on a lean team.
Minimum of 10 years in sales operations, revenue operations, business analytics, or a finance function supporting a go-to-market organization required, with demonstrated upward progression
Direct experience supporting a sales organization in a business-to-business SaaS model required, including forecasting, pipeline management, and quota and territory planning
Experience partnering with or directly supporting a senior revenue executive required, with the judgment to know what to escalate, what to resolve independently, and what to anticipate
Demonstrated ability to lead and raise the quality of other analysts without formal authority required
Deep hands-on proficiency with Salesforce required, including reporting, data quality management, and requirements definition
Strong executive presence and communication skills required, including the ability to present analysis to executives and to defend a recommendation under pressure
Program management discipline required, including the ability to run multiple concurrent initiatives across functions and deliver on committed dates
Demonstrated AI-first working habits required, with specific examples of applying AI tooling to compress cycle time, reduce manual effort, or improve decision quality
Hustle and grit required. This is a high-ownership seat on a lean team and not a role to coast in. Comfort with ambiguity, shifting priorities, and limited support infrastructure is essential
Bachelor's degree in business, finance, economics, or a related analytical discipline required

Nice-to-haves

Experience with sales compensation design or administration preferred

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Benefits

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401(K)

Parental Leave

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Professional Development