Account Executive, SMG

opengov; United States; On-site; USD 130,000 - 150,000; Full time

Job summary

OpenGov is seeking an Account Executive (AE) to drive growth in the State and Local Government market. You will own the full sales cycle from discovery to contract signature for a defined territory, collaborating with Solution Engineers and the POD Leader to win new business.

You will conduct discovery, deliver tailored demonstrations, manage multiple opportunities, and negotiate pricing in line with OpenGov standards. Occasional travel up to 25% should be expected.

Qualifications

• Bachelor's degree or equivalent experience in a related field.
• 2+ years of professional sales experience, including quota-carrying roles.

Responsibilities

• Own the full sales cycle from discovery to contract signature.
• Manage a defined territory and build relationships with local and state government buyers.
• Deliver tailored product demonstrations and proposals with cross-functional teams.
• Negotiate pricing and collaborate on regional campaigns to drive pipeline and quota attainment.

Skills

Communication

Presentation

Consultative selling

Quota achievement

Education

Bachelor's degree (Business/Marketing/Communications)

Tools

Salesforce

Job description

OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S. More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the OpenGov Public Service Platform to operate efficiently, adapt to change, and strengthen the public trust. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data. These solutions come together in the OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync. Learn about OpenGov's mission to power more effective and accountable government and the vision of high-performance government for every community at O penGov.com .

Job Summary

The Account Executive (AE), 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.

Responsibilities

• 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.

Requirements and Preferred Experience

• 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%).

Compensation

Chicago, IL: $130,000 - $150,000

On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.

The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate's geographical location.

Why OpenGov?

A Mission That Matters

At OpenGov, public service is personal. We are passionate about our mission to power more effective and accountable government. Government that operates efficiently, adapts to change, and strengthens public trust. Some people say this is boring. We think it's the core of our democracy.

Opportunity to Innovate

The next great wave of innovation is unfolding with AI, and it will impact everything-from the way we work to the way governments interact with their residents. Join a trusted team with the passion, technology, and expertise to drive innovation and bring AI to local government. We've touched 2,000 communities so far, and we're just getting started.

A Team of Passionate, Driven People

This isn't your typical 9-to-