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Salary: USD 140,000 - 200,000 / annual
OpenGov is seeking an Account Executive II to lead all sales efforts within an assigned territory for defined OpenGov products. The role encompasses territory planning, prospect identification, lead generation, sales cycle management, and ownership of sales calls, proposals, and contract negotiations through deal closure.
Key responsibilities include:
- Leading customer relationships and overall sales strategy for a specific territory
- Collaborating with ERP Specialist Account Executives to close complex multi-suite opportunities with strategic accounts
- Establishing and managing relationships with senior leaders at government organizations
- Generating new leads through networking, prospecting, cold calling, and leveraging company marketing and PR activities
- Delivering sales presentations and vision-setting product demonstrations to customers and prospects across different organizational levels
- Developing thorough knowledge of OpenGov products and client verticals (local and state governments, special districts, nonprofits, higher education, school districts)
- Addressing product use cases, benefits, competitive advantages, and business outcomes
- Conducting target account selling including prospecting, qualification, scoping, closing strategies, and negotiations
- Building professional relationships with existing customers and prospects to establish referenceable accounts
- Collaborating with marketing on demand-generation campaigns and trade show strategy
- Leading commercial negotiations and managing sales processes using MEDDIC methodology
- Developing in-depth knowledge of OpenGov product suites and competitive landscape
- Meeting or exceeding quota expectations
OpenGov is the leader in AI and ERP solutions for local and state governments, serving more than 2,000 cities, counties, state agencies, school districts, and special districts. The company offers category-leading products in enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data.
REQUIREMENTS:
- Bachelor's degree or equivalent work experience
- 2 to 4 years of quota-carrying sales experience with proven ability to sell software solutions (State and Local Government vertical experience is a bonus but not required)
- Proven ability to close complex, consultative deals
- Ability to travel up to 50%
- Self-directed approach to prospecting and new business development with consistent track record of exceeding territory targets
- Ability to thrive in a collaborative environment
- Curious and coachable mindset
- Demonstrated consistent track record of hitting and exceeding quotas
- Passion for selling technology and its societal impact
- Ability to speak with senior executives about organizational direction, transformational projects, and budgets
- Self-motivated, creative, results-driven, solution-oriented, direct, and convincing approach
- Competitive and driven to succeed
- Ability to remain focused and flexible during rapid change
- Strong written communication and fluency of expression
- Experience with CRM tools, ideally Salesforce
- Comfortable using AI-native tools to accelerate workflows and improve efficiency
