Enterprise Account Executive

OpenGov Inc.

Massachusetts

On-site

USD 190,000 - 210,000

Full time

14 days+

Get more replies from employers

Send a job-specific resume in minutes.

Benefits offered by this job

Healthcare options

Flexible vacation policy

401(k) with company match

Parental leave

Wellness stipends

Professional development

Job summary

OpenGov is seeking an Enterprise Account Executive to lead all sales efforts within a defined territory for a defined OpenGov Product Suite. You will handle territory planning, prospect identification, lead generation, sales cycle management, and ownership of proposals and contract negotiations through deal closure.

You will work with the Enterprise Pod Leader and other stakeholders to meet sales goals and deliver the highest standard of integrity, quality, and customer service.

Qualifications

Bachelor’s degree or commensurate experience.
5+ years of quota-carrying sales experience and have previously sold software solutions.
Ability to travel up to 50%.
Proven track record of hitting and exceeding quotas.
Experience selling to State and Local Government is a plus but not required.
Ability to close complex, consultative deals.

Responsibilities

Own territory strategy and drive new and existing accounts.
Collaborate with Enterprise Pod Leader to close complex multi-suite opportunities.
Establish and manage relationships with senior government leaders.
Generate leads through networking, cold calling, and marketing activities.
Deliver high-impact product demonstrations to customers at various levels.
Develop knowledge of OpenGov products and client verticals.
Address use cases, benefits, and outcomes; facilitate follow-up to close the sale.
Target account selling including qualification, scoping, and negotiations.
Build referenceable customers to grow OpenGov brand in territory.
Lead demand-generation campaigns with Marketing.
Lead contract negotiations.
Collaborate on event strategy for trade shows and campaigns.
Own sales process management and participate in MEDDIC, QBRs.

Skills

Quota attainment

Software sales

Travel 50%

Negotiation

CRM Salesforce

Executive communication

Hunter mentality

Team collaboration

Education

Bachelor’s degree

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 OpenGov.com.

Job Summary

The Enterprise Account Executive will lead all sales efforts within their assigned territory for a defined OpenGov Product Suite. Including, territory planning, prospect identification, lead generation, sales cycle management, and ownership of sales calls, proposals, and contract negotiation through deal closure. This individual will work collaboratively with the Enterprise Pod Leader and additional stakeholders throughout the organization to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers.

Responsibilities

Lead the customer relationship for a defined OpenGov Product Suite driving the overall strategy for a specific territory and marshaling the pre-sales team to grow our new and existing customer accounts
Ability to work collaboratively with the Enterprise Pod Leader to aid in closing, complex multi-suite enterprise opportunities with strategic accounts
Establish, handle, and manage relationships between OpenGov and senior leaders of the customer and prospect government;
Generate new leads through networking and prospecting, including cold calling, as well as using marketing and PR activities of the company.
Make sales presentations to customers and prospects at different levels of the organization of leading governments within a prescribed territory. Including high-level, vision-setting product demonstrations.
Quickly develop thorough knowledge of company products and client verticals, including local and state governments, special districts, non-profits, higher education, and school districts
Address product use cases, benefits, competitive advantages, and business outcomes; facilitate executive and technical follow-up to close the sale
Target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc.)
Interface and develop professional relationships with existing customers and prospects throughout all organizational levels. Establish referenceable customers to build the OpenGov brand in your territory
In collaboration with OpenGov’s marketing team, develop and execute demand-generation campaigns
Lead contract negotiations
Partner with Marketing on leads from trade shows and campaigns. Help set event strategy for where OpenGov should be present
Take ownership of sales process management and participate in sales planning status meetings (MEDDIC methodology, QBRs, and more)
Develop and maintain in-depth knowledge of a defined OpenGov Product Suite and the competitive landscape
Meet or exceed quota expectations

Requirements And Preferred Experience

Bachelor’s degree or commensurate experience required
5+ years of quota-carrying sales experience and have previously sold software solutions required (State and Local Government vertical is a bonus but not required)
Strong work ethic and hunter mentality
Ability to thrive in a collaborative environment
Curious and coachable when it comes to new challenges
Demonstrated a consistent track record of hitting and exceeding quotas
Proven ability to close complex, consultative deals
Ability to travel up to 50%
Passionate about selling technology and what it can do for society
Ability to learn to speak with senior executives about the direction of their organization, transformational projects, and budgets required to get there
Self-motivated, creative, results-driven, solution-oriented, direct, and convincing when it’s right for the customer
Competitive, driven to succeed
Ability to remain focused and flexible during rapid change
Crisp written communication and fluency of expression
Experience with a CRM, ideally SalesForce

Compensation

Boston, MA: $190,000- $210,000

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-5 job; we operate in a fast-paced, results-driven environment where impact matters more than simply clocking in and out. Our global team of 800+ employees is united in our commitment to challenge the status quo. OpenGov is headquartered in San Francisco and has offices in Atlanta, Boston, Chicago, Dubuque, Dallas, and Pune.

A Place to Make Your Mark

We pride ourselves on our performance-based culture, where every employee is encouraged to jump in head-first and take action to help us improve. If you have a great idea, we want to hear it. Excellent performance is recognized and rewarded, and we love to promote from within.

Benefits That Work For You