Senior Enterprise Sales Executive

2 weeks ago

San Francisco, California, United States Open Gov Full time

OpenGov is proud to have a dedicated team committed to enhancing the effectiveness and accountability of government operations. By utilizing the OpenGov Cloud, we are revolutionizing the way state and local governments serve their communities.

Picture yourself facilitating the growth of small businesses, ensuring fiscal responsibility, improving infrastructure safety, streamlining the permitting process, and aiding in disaster recovery efforts. The contributions you make here significantly influence the lives of many.

Recognized as a 2023 Top Workplaces USA award recipient and featured in Forbes as one of America's Best Startup Employers, OpenGov offers a vibrant work environment.

Position Overview:

The Account Executive will spearhead OpenGov's sales initiatives for Enterprise and multi-suite opportunities within their designated region. This role encompasses territory strategy development, prospect identification, lead generation, sales presentations, proposal creation, and contract negotiations until successful deal closure. Collaboration with product-specific Account Executives is essential to achieve sales objectives while upholding the highest standards of integrity, quality, and customer service.

Key Responsibilities:

  • Drive Enterprise and multi-suite sales opportunities by formulating comprehensive account strategies and coordinating with the pre-sales team to expand both new and existing customer relationships.
  • Establish a territory plan focusing on key accounts and take personal responsibility for its execution.
  • Collaborate with product-specific Account Executives to support their development and achieve sales targets.
  • Implement growth strategies in the territory by serving as the primary liaison across the organization.
  • Build and maintain relationships with senior leaders in customer and prospective government organizations.
  • Generate new business leads through networking, prospecting, and leveraging company marketing initiatives.
  • Deliver compelling sales presentations to various organizational levels within leading government entities.
  • Quickly acquire in-depth knowledge of OpenGov's product offerings and relevant client sectors, including local and state governments, special districts, non-profits, and educational institutions.
  • Address product use cases, advantages, and business outcomes while facilitating follow-up discussions to secure sales.
  • Engage in targeted account selling, including prospecting, qualification, closing strategies, and negotiations.
  • Develop professional relationships with existing clients and prospects at all organizational levels, establishing referenceable customers to enhance the OpenGov brand.
  • Work alongside OpenGov's marketing team to create and implement demand-generation campaigns.
  • Lead contract negotiations with clients.
  • Collaborate with Marketing on leads generated from events and campaigns, contributing to event strategy.
  • Manage the sales process and participate in planning meetings (MEDDIC methodology, QBRs, etc.).
  • Maintain comprehensive knowledge of OpenGov's product suites and the competitive landscape.
  • Consistently meet or exceed sales quotas.

Qualifications and Preferred Experience:

  • Bachelor's degree (strongly preferred) or equivalent experience.
  • 7 to 10 years of sales experience with a proven track record of meeting quotas, particularly in software solutions (experience in State and Local Government is advantageous but not mandatory).
  • Demonstrated strong work ethic and a proactive sales approach.
  • Ability to thrive in a collaborative work environment.
  • Curiosity and openness to coaching in new challenges.
  • Proven ability to mentor and develop team members.
  • History of consistently achieving and surpassing sales targets.
  • Experience in closing complex, consultative sales deals.
  • Willingness to travel as required (25% to 50%).
  • Passion for technology sales and its societal impact.
  • Ability to engage with senior executives regarding organizational direction, transformational initiatives, and budget considerations.
  • Self-motivated, innovative, results-oriented, and persuasive when advocating for customer needs.
  • Competitive spirit and drive for success.
  • Ability to remain focused and adaptable during periods of rapid change.
  • Strong written communication skills and fluency in expression.
  • Familiarity with CRM systems, preferably SalesForce.

Compensation:

$85,000 - $130,000 annually, with additional bonus eligibility. Final compensation will be influenced by qualifications, expertise, and geographical location.

What Sets OpenGov Apart:

»Leadership: Our CEO, Zac Bookman, is a mission-driven leader with a strong educational background, recognized as one of the 100 most Intriguing Entrepreneurs by Goldman Sachs.

»Growth: We are experiencing record growth, with over 1,800 governments utilizing our solutions.

»Culture: OpenGov has received numerous accolades, including the 2023 Top Workplaces USA award and recognition as one of the Top 25 Cloud Companies to Work For.

»Perks: We offer comprehensive benefits, including 90% coverage of Medical/Dental/Vision premiums, fully paid life and disability insurance, unlimited PTO, and more.

»Product: Acknowledged as a leader in cloud software for government agencies, we have been named to the GovTech 100 for seven consecutive years.

»Mission-Driven: Our commitment to powering effective and accountable government is at the core of our mission.

OpenGov is an equal opportunity employer, considering all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.

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