Account Executive at Opengov

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 opengov.com. JOB SUMMARY: 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. 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: $120,000 - $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-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 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 - Paid parental leave, wellness stipends, and HSA contributions - Professional development and growth opportunities - A collaborative office environment with weekly catered lunches.

Requirements

Must-haves

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.
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%).

Nice-to-haves

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Benefits

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Vision

401(K)

Parental Leave

Wellness

Professional Development