Sr. Manager, GTM Finance & Strategy

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.

Job Summary:

We are seeking a highly analytical, strategic and hands-on Sr. Manager to join our GTM Finance & Strategy team at OpenGov. This is a high visibility, high impact role for someone who thrives on solving complex problems, and translating messy operational data into clear insights that improve decision quality. The ideal candidate combines strong financial and analytical judgment with exceptional attention to detail, intellectual curiosity, and the persistence and grit to work through messy problems end to end.

Working closely with the Director of GTM Finance & Strategy, you'll take ownership of critical financial / operational analyses, forecasting processes, and business reporting deliverables across Sales, Customer Success, and Marketing, partnering cross functionally with GTM leadership to amplify OpenGov’s growth. Success in this role requires the ability to balance rigorous attention to detail with an understanding of the broader business context, synthesizing complex analyses into actionable, digestible insights and tailoring communication to executive audiences.

This position is in-office at our San Francisco HQ, reports directly to the Director, GTM Finance & Strategy, and works closely with the CFO and GTM leadership.

Responsibilities:

• Drive the the performance narrative for Sales, Customer Success, and Marketing, connecting operational drivers to enterprise-wide financial outcomes

• Forecast and explain topline performance - bookings, sales capacity & productivity, retention, pipeline coverage, and win rates - at the product and segment level, tying those drivers to revenue outcomes; own the associated analytical infrastructure

• Own end-to-end configuration and maintenance of the systematized ARR reporting infrastructure; collaborate with Commercial Ops on CPQ data structure, hygiene, and deal guardrails, and with Accounting on GAAP revenue dynamics. Track key recurring SaaS metrics, including ARR, Gross Retention (GRR), and Net Retention (NRR)

• Own the end-to-end P&L - accurately forecast and manage GTM spend, including headcount, T&E, and complex areas like commissions; drive accountability through budget vs. actual partnership.

• Architect and continuously improve the financial models, reporting infrastructure, and forecasting frameworks that underpin how the business plans and measures itself

• Lead high-impact strategic projects: long range planning, go-to-market strategy, sales capacity analysis, market analysis, variable compensation design, and other initiatives that shape how OpenGov grows

• Take complex analytical deliverables from initial direction through final execution, including data extraction, modeling, validation, synthesis, and executive-ready presentation, with a high degree of accuracy and minimal oversight.

• Manage and develop a Sr. Analyst, providing clear direction, meaningful coaching, and prioritization support - setting a high bar for analytical rigor and delivering as a team

• Build deep, trusted partnerships cross-functionally with Sales, Professional Services, RevOps, Customer Success, and the CFO's office, and represent Finance & Strategy in cross-functional strategic planning

Requirements and Preferred Experience:

• Bachelor's degree in Business, Finance, Economics, or a related field, or equivalent work experience; MBA a plus

• 5 - 8+ years of experience, including progressive strategic finance experience at a high-growth SaaS company, with foundational experience in investment banking or private equity strongly preferred

• Exceptional attention to detail, intellectual persistence, and ownership mentality; willing and able to investigate difficult data and modeling problems deeply rather than settling for superficial answers

• Track record of driving structured, well-reasoned analysis and decisions in ambiguous, fast-moving environments, largely independently

• Strong written and visual communication skills, including the ability to synthesize complex analyses into concise, polished, executive-ready presentations and clearly articulate underlying assumptions, risks, and findings

• Advanced financial modeling skills; you build complex models from first principles and know how to make them scalable

• Fluency with CRM (e.g. Salesforce CPQ) data and BI tools (Looker); comfortable working directly in the weeds to diagnose and resolve issues in complex, messy data

• Actively experiments with AI tools to simplify and scale your work - you build workflows, not workarounds, and you think in systems rather than one-offs

• Experience mentoring or reviewing the work of junior analysts, with the ability to provide clear direction, constructive feedback, and rigorous analytical quality control

• Low ego, high output - you care about the work, not the credit

Compensation:

San Francisco, CA: $180,000 - $220,000

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.