Forward Deployed Engineer (Revenue)

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

OpenGov is seeking a Forward Deployed Engineer to serve as a dedicated practitioner within the Applied AI team, focused on Sales/GTM use cases across the revenue organization — SDR outbound, AE pipeline and opportunity management, and CSM account management and renewals — along with the account/opportunity intelligence that feeds all three. This role sits at the intersection of seller workflows, revenue systems, and applied AI, and includes hands-on GTM engineering: building the workflows, integrations, and automations across revenue systems that make sellers faster. It exists to systematically redesign how OpenGov's revenue organization runs its motion in an AI-native world, from lead through cash and the renewals that follow.

This is a technical role applied in a traditionally non-technical space. You bring a sharp problem-solving mind, comfort with modern AI tools, and the instinct to decompose a complex, manual seller workflow into its components — and then design something fundamentally better. You need the ability to think from first principles, build trust with sellers and RevOps before designing for them, and own the full lifecycle from problem discovery to solution adoption.

You will build the agents and systems that turn raw go-to-market signal (procurement data, contract/vendor intelligence, account and contact records, call and email activity) into action sellers actually take — signal-to-sequence automation for SDR outbound, next-best-action and deal-risk surfacing for AE opportunity management, and account-health and renewal-risk surfacing for CSMs. You will also serve as product owner for systems built entirely in house, and be the primary AI capability advisor for the revenue organization.

This role operates within the Applied AI team's technical ecosystem. You will partner closely with a dedicated analytics/ops counterpart on the sales side, partner with AI and data engineers on complex builds, and work directly with sales leadership, RevOps, and SDR/AE/CSM teams for domain guidance and go-to-market context.

Given the revenue-centric focus of this work, this role requires a genuine interest in driving conversion across the funnel (such as contact-to-meeting rate, S1/S2 conversion, and win rate), along with deal-cycle length and renewal outcomes. Pipeline management itself sits with sales leadership and RevOps, and you will work closely with them. You will not own KPI definitions or reporting, but you will apply the necessary rigor and ROI framing to make sure what gets built is actually moving those numbers.

You will have access to data, ownership, and core responsibilities at a level comparable to senior sales leadership, and are expected to exercise that with corresponding discretion.

YOU WILL…

- Own the AI-native signal-to-action layer for Sales: design, build, and continuously improve the agents and automations that turn account/contact/product signal into qualified SDR sequences, AE opportunity actions, and CSM account and renewal actions, with clear human review and approval points before anything reaches a prospect or customer.

- Build for AE and CSM workflows specifically, not just top-of-funnel outbound: deal-risk and next-best-action surfacing for AEs managing opportunities through the pipeline, and account-health, renewal-risk, and expansion-signal surfacing for CSMs managing customers through renewal — this role's scope is the revenue organization, not one segment of it.

- Serve as product owner for systems built entirely in house: drive the roadmap, prioritization, and quality bar for the call- and deal-intelligence and other revenue systems the Applied AI team builds, in partnership with sales leadership and the RevOps/analytics counterpart.

- Design the human oversight for every agent you ship: approval gates, escalation paths, and clear ownership boundaries so SDRs, AEs, and CSMs stay in control of what goes out under their name — an agent recommends and drafts, a human approves and sends.

- Build and run evaluation frameworks for agent behavior: seed scenarios, scoring rubrics, and regression checks that prove an agent is producing good contacts, good sequencing, good deal guidance, and good call and deal intelligence output before and after it goes into production — not just that it runs.

- Instrument and monitor production agent activity: track model and tool calls, tie agent actions back to pipeline and revenue outcomes, and give sales leadership and RevOps a clear read on what the agents are actually doing and whether it's working.

- Map and redesign seller workflows with an AI-native lens: go deep with SDRs, AEs, CSMs, and RevOps to understand current-state processes — signal sourcing, contact qualification, sequencing, account prioritization, deal support, renewal management — identify where AI creates leverage versus risk, and translate findings into prioritized action plans.

- Do the GTM engineering that connects revenue systems: build against Salesforce, Outreach, Gong/call data, and third-party signal sources (e.g., procurement and contract data),…