Enterprise Account Executive

Role Overview

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.

This individual will work collaboratively with the Enterprise Pod Leader and additional stakeholders throughout the organization to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers.

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.
• Work collaboratively with the Enterprise Pod Leader to aid in closing complex, multi-suite enterprise opportunities with strategic accounts.
• Establish, handle, and manage relationships between OpenGov and senior leaders of customer and prospect governments.
• Generate new leads through networking and prospecting, including cold calling, as well as using marketing and PR activities.
• Make sales presentations to customers and prospects at different levels of the organization, 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 districts.
• Address product use cases, benefits, competitive advantages, and business outcomes; facilitate executive and technical follow-up to close the sale.
• Execute target account selling, including prospecting, lead generation, qualification, scoping, closing strategies, and negotiations.
• Interface and develop professional relationships with existing customers and prospects throughout all organizational levels. Establish referenceable customers to build the OpenGov brand.
• In collaboration with the 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.
• Take 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 landscape.
• Meet or exceed quota expectations.

Benefits

• Work from anywhere
• Unlimited vacation
• Mission-driven colleagues
• World-class healthcare
• Professional development