Account Executive, OpenGov
SMG
$130-150k
OTE
Cloud ERP software for the public sector
Be an early applicant
Cloud ERP software for the public sector
501-1000 employees
Be an early applicant
$130-150k
OTE
501-1000 employees
Company mission
To power more effective and accountable government.
Role
Who you are
- 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%)
What the job involves
- The Account Executive (AE), 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
- 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
Our take
As the world digitises, governments must innovate their operations to deliver the highest standard of service. OpenGov offers cloud software products to help governments manage performance, improve budgeting, and visualise operational intelligence, as well as providing comprehensive open data.
OpenGov is the leader in local government software. Its cloud-based products, which aided a number of public agencies through the pandemic, include citizen services, procurement, budgeting and planning capabilities - made comprehensive by a series of strategic acquisitions. The company's coherent and integrated software solution significantly reduces the stress on government systems, allowing them to work smarter and better for their citizens.
OpenGov serves over 1,600 governments across the US and continues to secure new clients. It has also made several partnerships towards improving its range of services, which will enable it to remain a powerful tool for governments wishing to digitally transform.
Steph
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Feb 2022
$50m
LATE VC
Oct 2021
$50m
LATE VC
Total funding: $228m
Company benefits
- Work from anywhere
- Unlimited vacation
- Mission-driven colleagues
- World-class healthcare
- Professional development
Company HQ
China Basin, San Francisco, CA
Leadership
Zachary Bookman
(Co-Founder & Chairman)Prior to co-founding OpenGov, was a Principal for Formation 8 and a Special Advisor with ISAF in Afghanistan, focusing on rule of law and governance.
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