Sr. Manager, Revenue Operations

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 http://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 comp