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Salary: USD 122,000 - 136,000 / annual
OpenGov is seeking an Account Executive I to drive new business growth in the state and local government market. This role owns the full sales cycle from qualified lead through contract signature, serving as the primary point of contact for prospective customers across a defined territory. You'll manage relationships with local and state government agencies, school districts, and special districts, conducting discovery calls to understand needs and delivering tailored product demonstrations in collaboration with Solution Engineers.
Key responsibilities include managing a defined territory and pipeline, developing account strategies to achieve quarterly quota targets, executing structured sales processes using MEDDIC methodology, and maintaining accurate data in Salesforce. You'll partner closely with Sales Development Representatives (SDRs), POD Leaders, and cross-functional teams to ensure smooth handoffs and consistent prospect engagement. The role also involves negotiating pricing and contract terms, collaborating with marketing on regional campaigns, and contributing feedback on messaging and product-market fit.
This position represents a progression from Sales Development, emphasizing ownership of the full sales process and closing new business. You'll participate in team enablement sessions, share best practices, and travel occasionally (up to 25%) for customer meetings and events.
Required qualifications include a Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience), 2+ years of professional sales experience with at least 1 year in a quota-carrying role, and demonstrated success converting qualified leads into closed deals. Strong communication, presentation, and consultative selling skills are essential. You should be comfortable with Salesforce or similar CRM platforms and structured sales methodologies such as MEDDIC or SPIN. The ideal candidate is collaborative, team-oriented, self-motivated, and passionate about technology and improving how governments serve their communities.
