Sales Operations Analyst

About this role

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:

As a member of the Commercial Operations team, this role will focus on providing critical support to the deal desk and sales management team. This position is essential in enabling efficient deal execution by managing pricing strategies, order forms, contract vehicles, and assisting with deal progression to completion. The ideal candidate will also focus on driving process improvements, ensuring data integrity, and delivering actionable insights to support strategic decision-making.

RESPONSIBILITIES:

- Collaborate with sales leadership, the Business Development (Partner) team, field teams, and operations to streamline deal desk processes and remove bottlenecks in deal execution.

- Manage the order management process, including the preparation of order forms and ensuring proper alignment with cooperative contract vehicles, resellers, and distributors.

- Conduct pricing analysis to support deal structuring and provide guidance on optimizing deal economics.

- Support the development and maintenance of tools and dashboards to enhance visibility into deal performance and insights for sales management.

- Ensure accuracy in deal data and revenue recognition, including adherence to ARR and booking metrics.

- Identify opportunities for process optimization in commercial operations to support a scaling organization.

- Serve as a key stakeholder in managing CRM (Salesforce) data, ensuring accuracy and consistency across sales and operations systems.

- Provide ad hoc analysis and reporting to support deal desk operations and broader commercial objectives.

REQUIREMENTS AND PREFERRED EXPERIENCE:

- Experience: 1–3 years in deal desk operations, partner operations, sales operations, finance, or a related field.

- Education: BA/BS in Business, Finance, Accounting, or a related discipline.

- Demonstrated experience in supporting complex B2B SaaS deals or working in a deal desk function.

- Strong problem-solving skills, with a self-motivated and results-oriented mindset.

- Ability to thrive in a fast-paced environment with evolving priorities.

- Exceptional written and verbal communication skills, with the ability to clearly articulate pricing and deal structures.

- Quantitative skills, including advanced proficiency in Google Suite (MS 365 acceptable) and working knowledge of other enterprise tools.

- Familiarity with Salesforce and other operational tools (e.g., CPQ, Tableau, Outreach) is highly desirable.

Compensation:

San Francisco, CA: $70,000 - $88,400

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.

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