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Senior Enterprise Sales Executive

2 months ago

San Francisco, California, United States Open Gov Full time

About OpenGov:

OpenGov is proud to host a remarkable team dedicated to our mission of enhancing the effectiveness and accountability of government operations. By delivering the OpenGov Cloud to state and local governments across the nation, we are revolutionizing communities to foster growth and prosperity.

Impactful Work:

Imagine the opportunity to assist small business owners in launching their ventures more swiftly, ensuring proper allocation of tax funds, improving infrastructure safety, streamlining the permitting process, and aiding in disaster recovery efforts. The contributions you make here will significantly influence the lives of many.

Award-Winning Culture:

OpenGov has been recognized as a 2023 Top Workplaces USA award winner and has earned a spot on Forbes' list of America's Best Startup Employers.

Position Overview:

The Enterprise Account Executive will spearhead OpenGov's sales initiatives for enterprise and multi-suite opportunities within their designated territory. This role encompasses territory planning, identifying prospects, generating leads, conducting sales calls, managing the sales cycle, crafting proposals, and negotiating contracts until successful closure. The individual will collaborate closely with product-specific Account Executives to achieve sales objectives while upholding the highest standards of integrity, quality, and customer service.

Key Responsibilities:

  • Drive enterprise and multi-suite opportunities by developing comprehensive account strategies and coordinating with the pre-sales team to expand both new and existing customer accounts.
  • Establish a territory plan focusing on key accounts and take personal responsibility for driving attention and execution of the account plan.
  • Collaborate with product-specific Account Executives to support their development and meet sales targets.
  • Implement growth strategies within the territory by acting as the primary liaison across the organization.
  • Build and maintain relationships with senior leaders in customer and prospective government entities.
  • Generate new leads through networking, prospecting, and leveraging the company's marketing and public relations initiatives.
  • Deliver compelling sales presentations to various organizational levels within leading government entities.
  • Quickly acquire a comprehensive understanding of company products and relevant client sectors, including local and state governments, special districts, non-profits, higher education, and school districts.
  • Address product use cases, advantages, competitive differentiators, and business outcomes; facilitate follow-up discussions to secure sales.
  • Engage in targeted account selling activities, including prospecting, qualification, closing strategies, and negotiations.
  • Develop professional relationships with existing customers and prospects across all organizational levels, establishing referenceable clients to enhance the OpenGov brand in the territory.
  • Work alongside OpenGov's marketing team to create and implement demand-generation campaigns.
  • Lead contract negotiations effectively.
  • Collaborate with Marketing on leads generated from trade shows and campaigns, contributing to event strategy.
  • Manage the sales process and participate in planning meetings, employing methodologies such as MEDDIC and QBRs.
  • Maintain in-depth knowledge of OpenGov's product suites and the competitive landscape.
  • Achieve or surpass quota expectations consistently.

Qualifications:

  • Bachelor's degree (strongly preferred) or equivalent experience.
  • 7 to 10 years of experience in quota-carrying sales roles, with a background in software solutions (experience in the State and Local Government sector is advantageous but not mandatory).
  • Strong work ethic and a proactive, hunter mentality.
  • Ability to thrive in a collaborative environment.
  • Curiosity and a willingness to learn when faced with new challenges.
  • Desire to mentor and develop others.
  • Proven track record of consistently meeting and exceeding sales quotas.
  • Demonstrated ability to close complex, consultative sales deals.
  • Willingness to travel as required (25% to 50%).
  • Passion for selling technology and its societal benefits.
  • Ability to engage with senior executives regarding organizational direction, transformational initiatives, and necessary budgets.
  • Self-motivated, creative, results-oriented, and persuasive when advocating for customer needs.
  • Competitive spirit and a drive for success.
  • Capacity to remain focused and adaptable during periods of rapid change.
  • Strong written communication skills and clarity of expression.
  • Experience with CRM systems, preferably Salesforce.

Compensation:

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

What Sets OpenGov Apart:

  • Leadership: Our CEO, Zac Bookman, is a mission-driven leader with accolades including recognition as one of Goldman Sachs' 100 most Intriguing Entrepreneurs and a Tech Pioneer by the World Economic Forum.
  • Growth: We are experiencing record-breaking growth, with over 1,800 governments utilizing our products.
  • Culture: OpenGov has received numerous awards, 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% paid Medical/Dental/Vision premiums, fully covered Life and Disability insurance, unlimited PTO, parental leave, wellness stipends, and more.
  • Product Leadership: OpenGov has been recognized on the GovTech 100 list for seven consecutive years, establishing us as a leader in cloud software for governmental entities.
  • Mission-Driven: We are a technology company passionate about our mission to enhance government effectiveness and accountability.

OpenGov is an equal opportunity employer. All applicants will be considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.