Enterprise Account Executive
1 week ago
The Enterprise Account Executive will lead all sales efforts within their assigned territory for a defined OpenGov Product Suite. This includes territory planning, prospect identification, lead generation, sales cycle management, and ownership of sales calls, proposals, and contract negotiation through deal closure.
Key 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.
- Collaborate with the Enterprise Pod Leader to close 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.
- 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.
- Establish referenceable customers to build the OpenGov brand in your territory.
- Collaborate with OpenGov's marketing team to 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.
- Take ownership of sales process management and participate in sales planning status meetings.
- Develop and maintain in-depth knowledge of a defined OpenGov Product Suite and the competitive landscape.
- Meet or exceed quota expectations.
- 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.
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