Enterprise Account Executive - Team Lead

August 15

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OpenGov Inc.

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Powering more effective and accountable government, the leader in cloud software for our nation’s cities and counties

Government Finance • Government Accounting • Management Reporting • Budgeting • Transparency

201 - 500

Description

• Lead Enterprise and multi-suite opportunities driving the overall account strategy and marshaling the pre-sales team to grow our new and existing customer accounts • Define territory plan for what is a key account and take personal ownership to drive focus and account plan • Work collaboratively with product-specific Account Executives in their POD to aid in their ramping and meet sales goals • Help drive viral growth strategies in their territory by being the primary territory partner throughout the organization • 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 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, 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 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'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 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

• Bachelor's degree (strongly preferred) or commensurate experience • 7 to 10 years of quota-carrying sales experience and have previously sold software solutions required (State and Local Government vertical is a bonus but not required) • Strong work ethic and hunter mentality • Ability to thrive in a collaborative environment • Curious and coachable when it comes to new challenges • Ability and desire to coach and develop others • Demonstrated a consistent track record of hitting and exceeding quotas • Proven ability to close complex, consultative deals • Ability to travel as needed (anywhere from 25% to 50%) • Passionate about selling technology and what it can do for society • 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 • Ability to remain focused and flexible during rapid change • Crisp written communication and fluency of expression • Experience with a CRM, ideally SalesForce