Role description
OpenGovOpenGov 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.
Job Summary:
OpenGov is seeking a Senior Manager of Revenue Operations leading the Sales and Customer Success Operations team and to serve as the lead operations partner to the Chief Revenue Officer. This is a people leadership role that will manage a small team of operations managers and analysts and will own the metrics, forecasting, planning, and ongoing program management required to support the CRO.
The role combines team leadership with chief of staff responsibilities: building and developing a high-performing operations team, keeping commitments and major initiatives on track, and preparing the CRO, sales leadership, and customer success leadership to make decisions quickly and with confidence. The right person is a player-coach who can still build a defensible model personally, but whose greatest impact comes from raising the capability and output of the team around them. 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:
Lead, hire, and develop a team of Sales and Customer Success operations managers and analysts, setting clear goals, conducting performance reviews, and building a team culture of rigor, ownership, and accountability.
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 Revenue organization with consistent definitions and reporting leadership trusts, covering both new business (pipeline coverage and health, conversion and velocity, quota attainment, productivity, forecast accuracy) and the customer base (gross and net revenue retention, renewal rates, churn and contraction, expansion pipeline, and customer health).
Oversee the weekly forecast process end to end for new business, renewals, and expansion, 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 requires the CRO.
Partner with Sales and Customer Success leadership on performance management, including rep, CSM, 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 and Customer Success organizations in partnership with Talent Acquisition and Finance, including requisition sequencing.
Support territory, quota, account assignment, and capacity planning cycles in partnership with GTM Strategy and Finance, and be able to model the revenue impact of coverage and segmentation changes across Sales and Customer Success.
Champion AI as the default working method across the team, using it to compress analysis, reporting, meeting preparation, and executive communication, and driving adoption of AI-enabled systems and process improvements.
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, customer success operations, business analytics, or a finance function supporting a go-to-market organization required, with demonstrated upward progression
Minimum of 3 years of direct people management experience required
Demonstrated track record of hiring, developing, and retaining high-performing analysts and operations leaders required
Direct experience supporting both sales and customer success organizations in a business-to-business SaaS model required, including forecasting, pipeline management, renewal and retention 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
Advanced analytical and modeling capability required, including the ability to assemble disparate data sets into a defensible model in Excel or Google Sheets, to work directly within a business intelligence tool, and to hold a team to that same standard
Deep hands-on proficiency with Salesforce required, including reporting, data quality management, and requirements definition preferred
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, personally and across a team, 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. Comfort with ambiguity, shifting priorities, and limited support infrastructure is essential
Bachelor's degree in business, finance, economics, or a related analytical discipline required
Comfortable using AI-native tools to accelerate workflows and improve efficiency
Compensation:
Boston, Massachusetts: $170,000 - $200,000
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.