Enterprise Account Executive

OpenGov • Boston, MA

6h • $190,000 - $260,000

About The Position

The Enterprise Account Executive leads sales efforts for a defined OpenGov Product Suite within an assigned territory. The role covers territory planning, prospect identification, lead generation, sales-cycle management, customer and prospect presentations, proposals, contract negotiations, and deal closure. The Enterprise Account Executive owns customer relationships and territory strategy, collaborates with the Enterprise Pod Leader and other stakeholders on complex enterprise opportunities, and works to meet or exceed sales quotas while delivering high-quality customer service.

Requirements

• Bachelor's degree or commensurate experience.
• At least 4 years of quota-carrying sales experience, including prior sales of software solutions.
• Strong work ethic and a hunter mentality.
• Ability to thrive in a collaborative environment.
• Curiosity and coachability when facing new challenges.
• Consistent track record of meeting and exceeding quotas.
• Proven ability to close complex, consultative deals.
• Ability to travel up to 50%.
• Passion for selling technology and its potential societal impact.
• Ability to engage senior executives on organizational direction, transformational projects, and the budgets needed to achieve them.
• Self-motivated, creative, results-driven, solution-oriented, direct, and convincing when appropriate for the customer.
• Competitive and driven to succeed.
• Ability to remain focused and flexible during rapid change.
• Strong written communication and fluency of expression.
• Experience with a CRM; Salesforce is preferred.

Nice To Haves

• Experience selling to the State and Local Government vertical.

Responsibilities

• Lead customer relationships for a defined OpenGov Product Suite and drive territory strategy, coordinating the pre-sales team to grow new and existing accounts.
• Collaborate with the Enterprise Pod Leader to close complex, multi-suite enterprise opportunities with strategic accounts.
• Establish and manage relationships between OpenGov and senior leaders at customer and prospect government organizations.
• Generate leads through networking, prospecting, cold calling, and company marketing and public-relations activities.
• Deliver sales presentations and high-level, vision-setting product demonstrations to customers and prospects at different organizational levels.
• Develop knowledge of OpenGov products and client verticals, including local and state governments, special districts, nonprofits, higher education, and school districts.
• Explain product use cases, benefits, competitive advantages, and business outcomes, and coordinate executive and technical follow-up to advance sales.
• Manage target-account selling, including prospecting, lead generation, qualification, scoping, closing strategies, and negotiations.
• Build professional relationships with customers and prospects across organizational levels and establish referenceable customers.
• Collaborate with Marketing to develop and execute demand-generation campaigns.
• Partner with Marketing on trade-show and campaign leads and help determine event strategy.
• Own sales-process management and participate in sales-planning and status meetings, including MEDDIC and QBRs.
• Maintain in-depth knowledge of the assigned product suite and competitive landscape.
• Meet or exceed quota expectations.
• Lead contract negotiations.

Benefits

• Comprehensive healthcare options for individuals and families.
• Flexible vacation policy and paid company holidays.
• 401(k) with company match.
• Paid parental leave.
• Wellness stipends.
• HSA contributions.
• Professional development and growth opportunities.
• Collaborative office environment with weekly catered lunches.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level