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Salary: USD 190,000 - 260,000 / annual
OpenGov is seeking an Enterprise Account Executive to lead all sales efforts within an assigned territory for a defined OpenGov Product Suite. You will own the complete sales cycle—from territory planning and prospect identification through lead generation, sales calls, proposal development, contract negotiation, and deal closure.
You will work collaboratively with the Enterprise Pod Leader and cross-functional stakeholders to meet sales goals while maintaining the highest standards of integrity, quality, and customer service. Key responsibilities include:
- Lead customer relationships for a defined OpenGov Product Suite, driving overall strategy for your territory and marshaling the pre-sales team to grow new and existing accounts
- Collaborate with the Enterprise Pod Leader on closing complex, multi-suite enterprise opportunities with strategic accounts
- Establish and manage relationships between OpenGov and senior leaders at customer and prospect government organizations
- Generate new leads through networking, prospecting, cold calling, and leveraging company marketing and PR activities
- Deliver sales presentations to customers and prospects at various organizational levels, including high-level, vision-setting product demonstrations
- Develop thorough knowledge of OpenGov products and client verticals (local and state governments, special districts, nonprofits, higher education, school districts)
- Address product use cases, benefits, competitive advantages, and business outcomes; facilitate executive and technical follow-up to close sales
- Execute target account selling strategies (prospecting, qualification, scoping, closing, negotiations)
- Build and maintain professional relationships with existing customers and prospects across all organizational levels; establish referenceable customers to strengthen the OpenGov brand in your territory
- Collaborate with OpenGov's marketing team to develop and execute demand-generation campaigns
- Lead contract negotiations
- Partner with Marketing on trade show leads and campaign strategy
- Own sales process management and participate in sales planning meetings (MEDDIC methodology, QBRs)
- Develop and maintain in-depth knowledge of your assigned OpenGov Product Suite and competitive landscape
- Meet or exceed quota expectations
OpenGov is the leader in AI and ERP solutions for local and state governments. More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the OpenGov Public Service Platform. The company is headquartered in San Francisco with offices in Atlanta, Boston, Chicago, Dubuque, Dallas, and Pune, and employs 800+ people globally.
REQUIREMENTS:
- Bachelor's degree or commensurate experience required
- 4+ years of quota-carrying sales experience with proven track record of selling software solutions required (State and Local Government vertical is a bonus but not required)
- Demonstrated consistent track record of hitting and exceeding quotas
- Proven ability to close complex, consultative deals
- Strong work ethic and hunter mentality
- Ability to thrive in a collaborative environment
- Curious and coachable approach to new challenges
- Ability to travel up to 50%
- Passionate about 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 when appropriate for the customer
- Competitive and driven to succeed
- Ability to remain focused and flexible during rapid change
- Crisp written communication and fluency of expression
- Experience with CRM systems, ideally Salesforce
