Enterprise Account Executive

OpenGov•Chicago, IL

4h•$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 includes territory planning, prospect identification, lead generation, sales cycle management, sales calls and presentations, proposals, contract negotiations, and closing deals. The Account Executive works with the Enterprise Pod Leader and other stakeholders to achieve sales goals and deliver high-quality customer service. The role focuses on developing customer relationships and territory strategy, growing new and existing accounts, and pursuing complex enterprise opportunities. The Account Executive engages senior government leaders, builds knowledge of OpenGov products and public-sector client verticals, and communicates product use cases, benefits, competitive advantages, and business outcomes. The position also partners with Marketing on demand generation, trade shows, and campaign leads, manages the sales process using MEDDIC and QBRs, maintains competitive knowledge, and meets or exceeds quota expectations.

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 hunter mentality.
Ability to work collaboratively.
Curiosity and coachability when taking on new challenges.
Consistent track record of meeting and exceeding quotas.
Demonstrated 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 required to support 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 into 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 on 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, non-profits, higher education, and school districts.
Explain product use cases, benefits, competitive advantages, and business outcomes; facilitate executive and technical follow-up to close sales.
Manage target-account selling, including prospecting, lead generation, qualification, scoping, closing strategies, and negotiations.
Build professional relationships with existing customers and prospects across organizational levels and develop referenceable customers.
Collaborate with Marketing to develop and execute demand-generation campaigns, follow up on trade-show and campaign leads, and help set event strategy.
Lead contract negotiations.
Own sales process management and participate in sales planning status meetings, including MEDDIC methodology and QBRs.
Maintain in-depth knowledge of a defined OpenGov Product Suite and its competitive landscape.
Meet or exceed quota expectations.