Enterprise Account Executive - Software/SaaS

Responsibilities:

• Quarterback the customer relationship for the full OpenGov team driving the overall account strategy and marshaling the pre-sales team to grow our new and existing customer 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 all levels and in a variety of departments (such as Administration, Finance, Budget, Community Development, Procurement)) of leading governments within a prescribed territory. 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 OpenGov brand in your territory
• In collaboration with OpenGov' 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 OpenGov 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 OpenGov’s suites and the competitive landscape
• Meet or exceed quota expectations

Requirements and Preferred Experience

• Bachelor’s degree required 
• 3 to 5 years of quota-carrying sales experience and have previously sold software solutions required (State and Local Government vertical is a bonus but not required)
• You are located in X region
• You are known for your strong work ethic and hunter mentality
• You thrive in a collaborative environment and are curious and coachable when it comes to new challenges
• You have demonstrated a consistent track record of hitting and exceeding quotas.
• You love closing complex, consultative deals
• You have the ability to travel as needed (anywhere from 25% to 50%)
• Passionate about selling technology and what it can do for society
• The 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, money-motivated
• Ability to remain focused and flexible during rapid change
• Crisp written communication and fluency of expression 
• Solid computer skills including Salesforce or comparable CRM
• Excellent references (recent and relevant) from both former clients and employers