Sales Strategy and Operations Manager

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.

About the Sales Strategy and Operations Manager role:

The Sales Strategy and Operations Manager is a part of OpenGov’s growing Revenue Operations team which owns strategy and programs across all GTM functions. This role will work cross-functionally across multiple Sales functions, Finance, and Business Technologies to help scale OpenGov growing sales teams in all things strategy, reporting, systems, and processes. You will primarily focus on partnering with our CRO and Sales Leadership to help standardize internal sales processes and strategy, all sales reporting, our weekly forecast cadence, and our month-end close process designed to provide insights into the team’s achievement of goal, month over month.

Responsibilities:

• Lead the design, development, and execution of methodologies to improve forecasting accuracy, incorporating predictive analytics to enhance strategic decision-making at the leadership level.

• Develop, implement, and maintain scalable sales process and customer lifecycle strategies, integrating human-led and digital engagement approaches to drive deal progression.

• Serve as a key influencer of executive-level decision-making, regularly presenting recommendations and insights to C-Level leaders and cross-departmental executives

• Support technology stack optimization, identifying automation opportunities, process enhancements, and systems improvements to streamline operations and increase productivity.

• Drive alignment between cross-functional teams, ensuring sales strategies are deeply integrated with broader company objectives and operational roadmaps.

• Lead strategic business planning activities, including territory planning, field execution strategies, and customer segmentation modeling, ensuring a data-backed approach that aligns with annual business objectives.

• Exercise independent authority in determining methods, procedures, and operational models, ensuring alignment with company-wide strategic priorities.

• Directly impact business growth by ensuring that operational processes and customer engagement models are optimized for scalability, efficiency, and revenue impact.

• Collaborate with field enablement to assess potential impact, train, and measure the actual impact of skills based and process based changes implemented across the sales organization.

• Drive an AI first strategy for our Sales teams to reduce manual work and streamline processes partnering with our systems and enablement team to integrate in our tools and drive adoption across the sales organization.

Requirements and Preferred Experience:

• Minimum of 3 years of experience in field operations roles and or similar experience in analytical/ strategy roles within a growing go-to-market organization

• Ability to execute at a strategic level as well as dig into the details and lead projects from conception to completion

• Adept analyst with a strong ability to bring together disparate data sources to drive meaningful analysis

• Experience working with management and leadership teams to provide actionable insights and drive organizational change at scale.

• Self-motivated, creative, results-driven, solution-oriented, driven to succeed

• Ability to drive change and lead through influence in a matrixed environment

• Crisp written communication and verbal communication skills; ability to highlight and collaborate on areas for improvement

• Build strong relationships with all department leaders and stakeholders by improving visibility, making strategic suggestions, and partnering on initiatives to drive results

• Quantitative Skills; Proficiency in Microsoft Excel and experience using multiple data sources, enriching data to complete analyses

• BA/BS degree in Business, Finance, Com