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Salary: USD 120,000 - 160,000 / 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—for a defined set of OpenGov's ERP and AI solutions serving 2,000+ cities, counties, state agencies, school districts, and special districts.
In this role, you will manage a defined territory and build relationships with government prospects. You will conduct discovery calls to understand needs and pain points, deliver tailored product demonstrations and proposals in collaboration with Solution Engineers, and prospect into your territory to generate pipeline. You will develop account and opportunity strategies to achieve quarterly quota targets, execute structured sales processes using MEDDIC methodology, maintain accurate Salesforce pipeline data, and negotiate pricing within company guidelines.
You will collaborate with marketing on regional campaigns and events, contribute feedback on messaging and product-market fit, and participate in team enablement sessions to share best practices. This role emphasizes consultative selling, business acumen, and the ability to articulate OpenGov's value proposition to government leaders. You will work closely with your POD Leader, Solution Engineers, and cross-functional teams. Travel up to 25% for customer meetings and events is expected.
OpenGov's platform includes enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data—all unified in an ERP designed for public sector efficiency and accountability.
REQUIREMENTS:
- Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience)
- 2+ years of professional sales experience, including at least 1 year in a quota-carrying role (inside sales, SDR, or similar)
- Demonstrated success converting qualified leads into closed deals
- Strong communication, presentation, and consultative selling skills
- Proven ability to manage multiple opportunities and priorities in a fast-paced environment
- Familiarity with Salesforce (or similar CRM) and structured sales methodologies such as MEDDIC or SPIN
- Collaborative and team-oriented approach to working with SDRs, peers, and cross-functional partners
- Passion for technology, problem-solving, and improving how governments serve their communities
- Competitive drive, self-motivation, and resilience under pressure
- Comfortable using AI-native tools to accelerate workflows and improve efficiency
- Willingness to travel occasionally for customer meetings or events (up to 25%)
