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Salary: USD 130,000 - 150,000 / annual
OpenGov is seeking an Account Executive to drive new business growth in the state and local government market. You will own the full sales cycle from qualified lead through contract signature, managing a defined territory and building relationships with prospects across cities, counties, state agencies, school districts, and special districts.
In this role, you will conduct discovery calls to understand prospect needs, deliver tailored product demonstrations in collaboration with Solution Engineers, and develop account strategies to achieve quarterly quota targets. You will prospect into your territory for assigned OpenGov products, execute structured sales processes using MEDDIC methodology, maintain accurate pipeline data in Salesforce, and negotiate pricing in alignment with company standards.
You will collaborate with marketing on regional campaigns, contribute feedback on messaging and product-market fit, and participate in team enablement sessions to share best practices. This position represents a progression from Sales Development, emphasizing full sales process ownership in addition to prospecting and opportunity management.
OpenGov is the leader in AI and ERP solutions for local and state governments, with more than 2,000 public sector organizations relying on the OpenGov Public Service Platform. The company offers category-leading products including enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency solutions.
The ideal candidate has a bachelor's degree in Business, Marketing, Communications, or related field, plus 2+ years of professional sales experience including at least 1 year in a quota-carrying role. You should demonstrate strong consultative selling skills, familiarity with Salesforce and structured methodologies like MEDDIC or SPIN, and comfort with AI-native tools. Travel up to 25% is required for customer meetings and events.
