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Salary: USD 120,000 - 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—for a defined set of OpenGov's ERP and AI solutions serving cities, counties, state agencies, school districts, and special districts.
In this role, you will manage a defined territory, 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 to generate pipeline, execute structured sales processes using MEDDIC methodology, maintain accurate data in Salesforce, and negotiate pricing within company guidelines. You will also collaborate with marketing on regional campaigns, contribute feedback on messaging and product-market fit, and participate in team enablement sessions to share best practices.
OpenGov's platform includes enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency solutions. The company serves over 2,000 government organizations and is headquartered in San Francisco with offices in Atlanta, Boston, Chicago, Dubuque, Dallas, and Pune. The role emphasizes consultative selling, business acumen, and the ability to tailor value propositions to government leaders. You will work closely with your POD Leader, Solution Engineers, and cross-functional teams in a fast-paced, results-driven environment.
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%)
