Account Executive II

Job Summary

The Account Executive II will lead all sales efforts within their assigned territory for defined OpenGov Product(s). Including, territory planning, prospect identification, lead generation, sales cycle management, and ownership of sales calls, proposals, and contract negotiation through deal closure. This individual will work collaboratively with the ERP Specialist Account Executive counterpart and additional stakeholders throughout the organization to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers.

Responsibilities

• Lead the customer relationship for defined OpenGov Products driving the overall strategy for a specific territory and marshaling the pre-sales team to grow our new and existing customer accounts
• Ability to work collaboratively with the ERP Specialist Account Executive in their territory to aid in closing, complex multi-suite ERP opportunities with strategic accounts
• 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. Including high-level, vision-setting product demonstrations.
• 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 the 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 commercial negotiations
• Partner with Marketing on leads from trade shows and campaigns. Help set event strategy for where OpenGov should be present
• 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 and Preferred Experience

• Bachelor’s degree or equivalent work experience required
• 2 to 4 years of quota-carrying sales experience and have previously sold software solutions required (State and Local Government vertical is a bonus but not required)
• Proven ability to close complex, consultative deals
• Ability to travel up to 50%
• Self-directed approach to prospecting and new business development; consistent track record of exceeding territory targets
• Ability to thrive in a collaborative environment
• Curious and coachable when it comes to new challenges
• Demonstrated a consistent track record of hitting and exceeding quotas
• 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
• Comfortable using AI-native tools to accelerate workflows and improve efficiency.