Account Executive - Team Lead

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 Account Executive will lead OpenGov’s ERP and multi-suite opportunities sales efforts within their assigned territory,  including territory planning,  prospect identification, lead generation, sales calls, leading the sales cycle, proposals, and contract negotiation through deal closure. This individual will also work collaboratively with product-specific Account Executives to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers. The ERP POD Leader will help drive viral growth strategies in their territory by being the primary territory partner across the organization interacting with team members such as SDRs and Marketing/Demand Generation.

Responsibilities:

• Lead ERP and multi-suite opportunities driving the overall account strategy and marshaling the pre-sales team to grow our new and existing customer accounts

• Define territory plan for what is a key account and take personal ownership to drive focus and account plan

• Work collaboratively with product-specific Account Executives in their POD to aid in their ramping and meet sales goals

• Help drive viral growth strategies in their territory by being the primary territory partner throughout the organization

• 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.  

• 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 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

• Sales process management and participate in sales planning status meetings (MEDDIC methodology, QBRs, and more)

• Develop and maintain in-depth knowledge of OpenGov’s suites and the competitive landscape

• Meet or exceed quota expectations

Requirements and Preferred Experience

• Bachelor's degree required

• 4 to 7 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 

• Ability and desire to coach and develop others

• 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

$180k - $200k

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.

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, Buenos Aires, Chicago, Dubuque, Plano, 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

Enjoy an award-winning workplace with the benefits to match, including:

• Comprehensive healthcare options for individuals and families

• Flexible vacation policy and paid company holidays

• 401(k) with company match (USA only)

• Paid parental leave, wellness stipends, and HSA contributions

• Professional development and growth opportunities

• A collaborative office environment with weekly catered lunches