Account Executive (SMG)

OpenGov; United States; Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Work from anywhere

Unlimited vacation

Mission-driven colleagues

World-class healthcare

Professional development

Job summary

OpenGov is seeking an Account Executive to lead the full sales cycle—from discovery to contract—for a defined set of government product offerings. You will build relationships with local and state agencies, school districts, and special districts while collaborating with Solution Engineers on tailored demonstrations.

The role requires strong consultative selling skills, MEDDIC-based processes, and the ability to adapt the value proposition to government leaders.

Qualifications

• Experience owning the full sales cycle from discovery to contract signature.
• Ability to tailor OpenGov's value proposition to government leaders and agencies.
• Strong consultative selling skills and business acumen.

Responsibilities

• Own the full sales cycle from qualified lead to closed opportunity.
• Manage a defined territory with prospects in local and state governments, districts, and districts.
• Conduct discovery calls to understand needs, pain points, and outcomes.
• Deliver tailored product demonstrations and proposals with Solution Engineers.
• Prospect territory to generate pipeline and drive engagement.
• Develop account and opportunity strategies to exceed quarterly quotas.
• Negotiate pricing per OpenGov standards and policies.
• Collaborate with marketing on regional campaigns to grow pipeline.
• Provide feedback on messaging, trends, and product-market fit.

Skills

MedDIC methodology

Prospecting

Discovery calls

Product demos

Negotiation

Salesforce

Cross-functional collaboration

Tools

Salesforce

MS Excel

Job description

• The Account Executive, SMG plays a key role in OpenGov's growth by converting qualified leads into new customer relationships. This position serves as the primary point of contact for prospective customers through the full sales cycle --- from discovery to contract signature --- for a defined set of OpenGov products
• The AE will partner closely with the POD Leader in their territory, Solution Engineers, and other cross-functional teams to drive new business in the State and Local Government market
• This role represents a progression from Sales Development, emphasizing ownership of the full sales process in addition to prospecting, opportunity management, and closing new business within a defined territory. The AE will demonstrate strong consultative selling skills, business acumen, and the ability to tailor OpenGov's value proposition to government leaders
• Own the full sales cycle from qualified lead to closed opportunity
• Manage a defined territory and build relationships with prospects in local and state governments, school districts, and special districts
• Conduct discovery calls to understand prospect needs, pain points, and desired outcomes
• Deliver tailored product demonstrations and proposals in collaboration with Solution Engineers
• Prospect into your territory for the assigned OpenGov Product(s) to generate pipeline, and drive consistent prospect engagement
• Develop account and opportunity strategies to achieve or exceed quarterly quota targets
• Execute structured sales processes using MEDDIC methodology and maintain accurate pipeline data in Salesforce
• Negotiate pricing in alignment with OpenGov's standards and policies
• Collaborate with marketing on regional campaigns and events to increase brand awareness and pipeline
• Contribute feedback on messaging, customer trends, and product-market fit to internal stakeholders
• Participate in team enablement sessions and share best practices for prospecting, discovery, and closing

Benefits

• Work from anywhere
• Unlimited vacation
• Mission-driven colleagues
• World-class healthcare
• Professional development