Strategic Account Executive

Overview

Open Gov is the leader in AI and ERP solutions for local and state governments in the U.S. More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the Open Gov Public Service Platform to operate efficiently, adapt to change, and strengthen the public trust. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data.

These solutions come together in the Open Gov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync. Learn about Open Gov’s mission to power more effective and accountable government and the vision of high-performance government for every community at

The Strategic Account Executive will lead Open Gov’s multi-suite opportunities sales efforts within their assigned territory, including territory planning, prospect identification, lead generation, sales calls, leading the sales cycle, proposals, and contract negotiation through deal closure. This individual will also work collaboratively with product-specific Account Executives to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers.

The Strategic Account Executive will help drive viral growth strategies in their territory by being the primary territory partner across the organization interacting with cross functional team members such as SDRs, Product, and Marketing/Demand Generation.

• Lead strategic multi-suite opportunities driving the overall account strategy and marshaling the pre-sales team to grow our new and existing strategic customer accounts
• Define territory plan for key accounts and take personal ownership to drive focus and account plan
• Help drive viral growth strategies in a named set of strategic accounts by being the primary segment owner throughout the organization
• Establish, handle, and manage relationships between Open Gov 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
• Quickly develop thorough knowledge of company products and client verticals, including local and state governments, special districts, and school districts
• Address product use cases, benefits, competitive advantages and business outcomes; facilitate executive and technical follow-up to close 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 Open Gov brand in your territory
• In collaboration with Open Gov's marketing team, 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 Open Gov should be present
• Sales process management and participate in sales planning status meetings (MEDDIC methodology, QBRs, and more)
• Develop and maintain in-depth knowledge of Open Gov’s suites and the competitive landscape
• Meet or exceed quota expectations

• Bachelor's degree or commensurate experience is required
• 8+ years of quota-carrying sales experience and have previously sold software solutions to a regulated industry is required
• Have worked in a complex selling environment focused on solution selling for business outcomes
• 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 up to 50%
• Passionate about selling technology and what it can do for…