Account Executive

Job Summary:

The Account Executive (AE) 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 solutions. The AE will partner closely with Sales Development Representatives (SDRs), POD Leader, Solution Engineers, and other cross-functional teams to drive new business in the State and Local Government market.

Responsibilities:

• Own the full sales cycle from qualified lead to closed opportunity, ensuring a smooth handoff from the SDR team.
• 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.
• Partner with SDRs to ensure territory coverage, pipeline generation, and 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 and contract terms 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.