Job Summary:The Account Executive (AE) plays a key role in OpenGov's growth by converting qualified leads into new customer relationships. This position serves as the primary point of contact for prospective customers through the full sales cycle - from discovery to contract signature - for a defined set of OpenGov solutions. The AE will partner closely with Sales Development Representatives (SDRs), POD Leader, Solution Engineers, and other cross-functional teams to drive new business in the State and Local Government market.
This role represents a progression from Sales Development, emphasizing ownership of the full sales process, opportunity management, and closing new business within a defined territory. The AE will demonstrate strong consultative selling skills, business acumen, and the ability to tailor OpenGov's value proposition to government leaders.
Responsibilities:- Own the full sales cycle from qualified lead to closed opportunity, ensuring a smooth handoff from the SDR team.
- Manage a defined territory and build relationships with prospects in local and state governments, school districts, and special districts.
- Conduct discovery calls to understand prospect needs, pain points, and desired outcomes.
- Deliver tailored product demonstrations and proposals in collaboration with Solution Engineers.
- Partner with SDRs to ensure territory coverage, pipeline generation, and consistent prospect engagement.
- Develop account and opportunity strategies to achieve or exceed quarterly quota targets.
- Execute structured sales processes using MEDDIC methodology and maintain accurate pipeline data in Salesforce.
- Negotiate pricing and contract terms in alignment with OpenGov's standards and policies.
- Collaborate with marketing on regional campaigns and events to increase brand awareness and pipeline.
- Contribute feedback on messaging, customer trends, and product-market fit to internal stakeholders.
- Participate in team enablement sessions and share best practices for prospecting, discovery, and closing.
Example:- Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience).
- 2+ years of professional sales experience, including at least 1 year in a quota-carrying role (inside sales, SDR, or similar).
- Demonstrated success converting qualified leads into closed deals.
- Strong communication, presentation, and consultative selling skills.
- Proven ability to manage multiple opportunities and priorities in a fast-paced environment.
- Familiarity with Salesforce (or similar CRM) and structured sales methodologies such as MEDDIC or SPIN.
- Collaborative and team-oriented approach to working with SDRs, peers, and cross-functional partners.
- Passion for technology, problem-solving, and improving how governments serve their communities.
- Competitive drive, self-motivation, and resilience under pressure.
- Willingness to travel occasionally for customer meetings or events (up to 25%).
Compensation:Boston, MA: $122,000 - $136,000
On 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.
Benefits That Work for YouEnjoy an award-winning workplace with the benefits to match, including:
- Comprehensive healthcare options for individuals and families
- Flexible vacation policy and paid company holidays
- 401(k) with company match
- Paid parental leave, wellness stipends, and HSA contributions
- Professional development and growth opportunities
- A collaborative office environment with weekly catered lunches.
