Enterprise Account Executive, Saas/software

3 weeks ago

San Francisco, United States OpenGov Full time

**Job Summary**:
The Account Executive will lead all sales efforts within their assigned territory. including prospect identification, lead generation, sales calls, quarterbacking the sales cycle, proposal and contract negotiation through deal closure. This person will work collaboratively to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers.

**Responsibilities**:

- Quarterback the customer relationship for the full OpenGov team driving the overall account strategy and marshaling the pre-sales team to grow our new and existing customer 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.
- 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 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
- Sales process management and participate in sales planning status meetings (MEDDIC methodology, QBRs, and more)
- Develop and maintain in-depth knowledge of OpenGov’s suites and the competitive landscape
- Meet or exceed quota expectations

**Requirements and Preferred Experience**:

- Bachelor's degree required
- 2 to 4 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 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, money-motivated
- Ability to remain focused and flexible during rapid change
- Crisp written communication and fluency of expression
- Experience with a CRM, ideally SalesForce

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