Senior Enterprise Sales Executive

2 weeks 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 leveraging the OpenGov Cloud, we are revolutionizing the way state and local governments function, enabling communities to flourish.

Your Impact:

Imagine playing a crucial role in helping small business owners expedite their operations, ensuring the proper allocation of tax revenues, improving infrastructure safety, streamlining the permitting process, and supporting disaster recovery efforts. The contributions you make here will significantly influence the lives of many.

Recognitions:

OpenGov has been honored as a 2023 Top Workplaces USA award recipient and recognized by Forbes as one 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 region. This role encompasses territory strategy development, prospect identification, lead generation, sales engagements, proposal crafting, and contract negotiations until successful deal closure. Collaboration with product-specific Account Executives is essential to achieve sales objectives while maintaining the highest standards of integrity, quality, and customer service.

Key Responsibilities:

  • Drive enterprise and multi-suite sales opportunities, shaping the overall account strategy and coordinating with the pre-sales team to expand both new and existing customer relationships.
  • Develop a territory plan identifying key accounts and take ownership to ensure focused execution.
  • Collaborate with product-specific Account Executives to support their onboarding and achieve sales targets.
  • Implement growth strategies in the territory by acting as the primary partner across the organization.
  • Establish and nurture relationships with senior leaders in customer and prospective government entities.
  • Generate new business leads through networking, prospecting, and leveraging the company's marketing and PR initiatives.
  • Deliver impactful sales presentations to stakeholders at various levels within leading government organizations.
  • 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, benefits, competitive advantages, and business outcomes; facilitate follow-ups to secure sales.
  • Engage in targeted account selling, encompassing prospecting, qualification, closing strategies, and negotiations.
  • Develop and maintain professional relationships with customers and prospects across all organizational levels, establishing referenceable clients to enhance the OpenGov brand.
  • Collaborate with the marketing team to design and implement demand-generation campaigns.
  • Lead contract negotiations effectively.
  • Partner with marketing on leads generated from events and campaigns, contributing to event strategy.
  • Manage the sales process and participate in planning meetings, utilizing methodologies such as MEDDIC and QBRs.
  • Maintain comprehensive knowledge of OpenGov's product suites and the competitive landscape.
  • Consistently meet or exceed sales quotas.

Qualifications:

  • Bachelor's degree (preferred) or equivalent experience.
  • 7 to 10 years of experience in quota-carrying sales roles, with a background in software solutions (experience in State and Local Government is advantageous but not mandatory).
  • Demonstrated strong work ethic and a proactive sales mentality.
  • Ability to thrive in a collaborative environment.
  • Curiosity and openness to coaching on new challenges.
  • Proven track record of exceeding sales quotas.
  • Experience in closing complex, consultative sales deals.
  • Willingness to travel as necessary (25% to 50%).
  • Passion for technology and its societal impact.
  • Ability to engage with senior executives regarding organizational direction and budgetary needs.
  • Self-motivated, creative, results-oriented, and persuasive when advocating for customer needs.
  • Competitive drive to succeed.
  • Adaptability and focus during periods of rapid change.
  • Strong written communication skills and fluency in expression.
  • Familiarity with CRM systems, preferably Salesforce.

Compensation:

Salary range: $85,000 - $130,000 annually, with eligibility for bonuses. 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 a distinguished background, recognized as one of the 100 most Intriguing Entrepreneurs by Goldman Sachs.
  • Growth: We are experiencing record-breaking growth, with over 1,800 governments utilizing our products.
  • Culture: OpenGov has received multiple awards for workplace excellence, including the 2023 Top Workplaces USA award.
  • Benefits: We offer comprehensive benefits, including 90% coverage of medical, dental, and vision premiums, unlimited PTO, and more.
  • Product Excellence: Recognized in the GovTech 100 for seven consecutive years, we lead in cloud software solutions for government entities.
  • Mission-Driven: Our technology is focused on making a positive impact on 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.

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