Enterprise Account Executive

4 weeks ago

Atlanta, Georgia, United States OpenGov Full time
Job Summary:

The Enterprise Account Executive will lead all sales efforts within their assigned territory for a defined OpenGov Product Suite, driving the overall strategy for a specific territory and marshaling the pre-sales team to grow new and existing customer accounts.

Responsibilities:
  • Lead the customer relationship for a defined OpenGov Product Suite, driving the overall strategy for a specific territory and marshaling the pre-sales team to grow new and existing customer accounts.
  • Ability to work collaboratively with the Enterprise Team Leader to aid in closing complex multi-suite enterprise 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, establishing 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, helping 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.
Requirements and Preferred Experience:
  • Bachelor's degree or commensurate experience required.
  • 5 to 8 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.
  • Ability to remain focused and flexible during rapid change.
  • Crisp written communication and fluency of expression.
  • Experience with a CRM, ideally SalesForce.
What makes OpenGov unique:
  • Leadership: CEO Zac Bookman is a mission-driven CEO with a strong track record of success.
  • Growth: OpenGov has experienced record-breaking growth, with 1,800+ governments using our products.
  • Culture: OpenGov is a winner of the 2023 Top Workplaces USA award and has been recognized as one of the best places to work.
  • Perks: OpenGov offers a range of benefits, including 90% paid medical, dental, and vision premium, fully paid life and short/long-term disability insurance, unlimited PTO, and more.
  • Product: OpenGov is a leader in cloud software for state and local governments, named to the GovTech 100 for seven consecutive years.
  • Mission Driven: OpenGov is a technology company with a passion for powering more effective and accountable government.

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