Enterprise Account Executive

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Open Gov is the leader in AI-enabled software for cities, counties, state agencies, and special districts. With a mission to power more effective and accountable government, Open Gov serves 2,000 communities across the United States. Open Gov is built exclusively for the unique asset management, permitting and licensing, procurement and contract management, tax and revenue, budgeting and planning, and financial management needs of the public sector.

The Open Gov platform empowers organizations to operate more efficiently, adapt to change, and strengthen public trust.

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Job Summary

The Enterprise Account Executive will lead all sales efforts within their assigned territory for a defined Open Gov Product Suite. 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 Enterprise Pod Leader 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 a defined Open Gov Product Suite 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 Enterprise Pod Leader to aid in closing, complex multi-suite enterprise opportunities with strategic accounts
• Establish, handle, and manage relationships between Open Gov 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 Open Gov brand in your territory
• In collaboration with Open Gov's marketing team, develop and execute demand-generation campaigns
• Lead contract negotiations
• Partner with Marketing on leads from trade shows and campaigns. Help set event strategy for where Open Gov 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 Open Gov Product Suite and the competitive landscape
• Meet or exceed quota expectations

• Bachelor's degree or commensurate experience required
• 5+ years of quota-carrying sales experience and have previously sold software solutions required (State and Local Government vertical is a bonus but not required)
• Strong work ethic and hunter mentality
• 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
• Proven ability to close complex, consultative deals
• Ability to travel up to 50%
• 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…