Account Executive, SMG

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%).