Enterprise Account Executive
OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S.,serving over 2,000 public-sector organizations with products for asset management,procurement, accounting, billing, permitting, licensing, and transparency.
About the role
The Enterprise Account Executive will lead all sales efforts within an assigned territory for a defined OpenGov Product Suite, including territory planning, prospect identification, lead generation, sales-cycle management, and contract negotiation through deal closure. This individual will work collaboratively with the Enterprise Pod Leader and additional stakeholders to meet sales goals and deliver high integrity, quality, and customer service.
Responsibilities
- Lead customer relationships for a defined OpenGov Product Suite, driving territory strategy and marshaling the pre-sales team to grow new and existing accounts
- Collaborate with the Enterprise Pod Leader to close complex, multi-suite enterprise opportunities with strategic accounts
- Establish and manage relationships between OpenGov and senior leaders of customer and prospect governments
- Generate new leads through networking, prospecting (including cold calling), and company marketing/PR activities
- Make sales presentations and high-level, vision-setting product demonstrations to customers and prospects at all organizational levels within the territory
- Develop thorough knowledge of company products and client verticals (local/state governments, special districts, non-profits, higher education, school districts)
- Address product use cases, benefits, competitive advantages, and business outcomes; facilitate executive and technical follow-up to close the sale
- Execute target-account selling (prospecting, lead generation, qualification, scoping, closing strategies, negotiations)
- Interface and develop professional relationships with existing customers and prospects at all organizational levels; establish referenceable customers to build the OpenGov brand in the territory
- Collaborate with OpenGov’s marketing team to develop and execute demand-generation campaigns
- Lead contract negotiations
- Partner with Marketing on leads from trade shows and campaigns; help set event strategy for OpenGov’s presence
- 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
- Bachelor’s degree or commensurate experience
- 5+ years of quota-carrying sales experience selling software solutions (State and Local Government vertical is a bonus)
- Strong work ethic and hunter mentality
- Ability to thrive in a collaborative environment
- Curious and coachable when facing new challenges
- Demonstrated consistent track record of hitting and exceeding quotas
- Proven ability to close complex, consultative deals
- Ability to travel up to 50%
- Passion for selling technology and its societal impact
- Ability to engage senior executives on organizational direction, transformational projects, and budgets
- Self-motivated, creative, results-driven, solution-oriented, and convincing when it’s right 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 a CRM, ideally SalesForce
Pay
Boston, MA: $190,000–$210,000 on-target earnings (base plus variable compensation based on company and individual performance). Final compensation determined by qualifications, expertise, and geographical location.
Benefits
- Comprehensive healthcare options for individuals and families
- Flexible vacation policy and paid company holidays
- 401(k) with company match
- Paid parental leave, wellness stipends, and HSA contributions
- Professional development and growth opportunities
- Collaborative office environment with weekly catered lunches