Account Executive II

OpenGov 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 OpenGov 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 OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync. Learn about OpenGov’s mission to power more effective and accountable government and the vision of high-performance government for every community at OpenGov.com.Job SummaryThe Account Executive II will lead all sales efforts within their assigned territory for defined OpenGov Product(s). Including, territory planning, prospect identification, lead generation, sales cycle management, and ownership of sales calls, proposals, and contract negotiation through deal closure. This individual will work collaboratively with the ERP Specialist Account Executive counterpart and additional stakeholders throughout the organization to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers.ResponsibilitiesLead the customer relationship for defined OpenGov Products driving the overall strategy for a specific territory and marshaling the pre-sales team to grow our new and existing customer accountsAbility to work collaboratively with the ERP Specialist Account Executive in their territory to aid in closing, complex multi-suite ERP opportunities with strategic accountsEstablish, 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. Including high-level, vision-setting product demonstrations.Quickly develop thorough knowledge of company products and client verticals, including local and state governments, special districts, non-profits, higher education, and school districtsAddress product use cases, benefits, competitive advantages, and business outcomes; facilitate executive and technical follow-up to close the saleTarget 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 territoryIn collaboration with OpenGov’s marketing team, develop and execute demand-generation campaignsLead commercial negotiationsPartner with Marketing on leads from trade shows and campaigns. Help set event strategy for where OpenGov should be presentTake ownership of sales process management and participate in sales planning status meetings (MEDDIC methodology, QBRs, and more)Develop and maintain in-depth knowledge of a defined OpenGov Product Suite and the competitive landscapeMeet or exceed quota expectationsRequirements and Preferred ExperienceBachelor’s degree or equivalent work experience required2 to 4 years of quota-carrying sales experience and have previously sold software solutions required (State and Local Government vertical is a bonus but not required)Proven ability to close complex, consultative dealsAbility to travel up to 50%Self-directed approach to prospecting and new business development; consistent track record of exceeding territory targetsAbility to thrive in a collaborative environmentCurious and coachable when it comes to new challengesDemonstrated a consistent track record of hitting and exceeding quotasPassionate about selling technology and what it can do for societyAbility to learn to speak with senior executives about the direction of their organization, transformational projects, and budgets required to get thereSelf-motivated, creative, results-driven, solution-oriented, direct, and convincing when it’s right for the customerCompetitive, driven to succeedAbility to remain focused and flexible during rapid changeCrisp written communication and fluency of expressionExperience with a CRM, ideally SalesForceComfortable using AI-native tools to accelerate workflows and improve efficiency.Compensation:San Francisco, CA: $140,000 - $200,000On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate’s geographical location.Why OpenGov?A Mission That Matters. At OpenGov, public service is personal. We are passionate about our mission to power more effective and accountable government. Government that operates efficiently, adapts to change, and strengthens public trust. Some people say this is boring. We think it’s the core of our democracy.Opportunity to InnovateThe next great wave of innovation is unfolding with AI, and it will impact everything—from the way we work to the way governments interact with their residents. Join a trusted team with the passion, technology, and expertise to drive innovation and bring AI to local government. We’ve touched 2,000 communities so far, and we’re just getting started.A Team of Passionate, Driven PeopleThis isn’t your typical 9-to-5 job; we operate in a fast-paced, results-driven environment where impact matters more than simply clocking in and out. Our global team of 800+ employees is united in our commitment to challenge the status quo. OpenGov is headquartered in San Francisco and has offices in Atlanta, Boston, Chicago, Dubuque, Dallas, and Pune.A Place to Make Your MarkWe pride ourselves on our performance-based culture, where every employee is encouraged to jump in head-first and take action to help us improve. If you have a great idea, we want to hear it. Excellent performance is recognized and rewarded, and we love to promote from within.Benefits That Work for YouEnjoy an award-winning workplace with the benefits to match, including:Comprehensive healthcare options for individuals and familiesFlexible vacation policy and paid company holidays401(k) with company matchPaid parental leave, wellness stipends, and HSA contributionsProfessional development and growth opportunitiesA collaborative office environment with weekly catered lunches.Compensation Range: $140K - $200KLocationUS | California | San FranciscoEmployment TypeFull timeLocation TypeOn-siteDepartmentSalesCompensationAtlanta, GA$140K – $200KSan Francisco, CA$140K – $200KChicago, IL$140K – $200KBoston, MA$140K – $200KOn target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate’s geographical location.