Account Executive
Permitting & Licensing
Updated on 2/21/2024
OpenGov

501-1,000 employees

Cloud software for U.S. government operations management
Company Overview
OpenGov Inc. stands out as a leading provider of modern cloud software specifically designed for U.S. local governments, state agencies, school districts, and special districts, serving over 1,600 agencies nationwide. The company's unique focus on public sector needs, such as budgeting, permitting and licensing, procurement, and asset management, makes it a valuable partner for efficient and accountable governance. OpenGov's commitment to customer engagement and continuous improvement, as evidenced by their proactive communication and feedback mechanisms, fosters a collaborative and efficient work environment.
Government & Public Sector

Company Stage

Series D

Total Funding

$178.2M

Founded

2012

Headquarters

San Jose, California

Growth & Insights
Headcount

6 month growth

4%

1 year growth

27%

2 year growth

65%
Locations
Plano, TX, USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Sales
Communications
Lead Generation
Cold Calling
Salesforce
Marketing
CategoriesNew
Sales & Account Management
Requirements
  • Bachelor's degree required
  • 2 to 4 years of quota-carrying sales experience and have previously sold software solutions 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 as needed (anywhere from 25% 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 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
Responsibilities
  • Lead the customer relationship for a defined OpenGov Product Suite driving the overall strategy for a specific territory
  • Marshaling the pre-sales team to grow new and existing customer accounts
  • Work collaboratively with the ERP Pod Leader 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 contract 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
Desired Qualifications
  • State and Local Government vertical experience