• The Account Executive, SMG 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 products
• The AE will partner closely with the POD Leader in their territory, 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 in addition to prospecting, 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
• Own the full sales cycle from qualified lead to closed opportunity
• 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
• Prospect into your territory for the assigned OpenGov Product(s) to generate pipeline, and drive 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 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

Benefits

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

• 2+ years of professional sales experience, including at least 1 year in a quota-carrying role (inside sales, SDR, or similar)
• Comfortable using AI-native tools to accelerate workflows and improve efficiency
• Bachelor’s degree in Business, Marketing, Communications, or related field (or equivalent experience)
• Demonstrated success converting qualified leads into closed deals
• Collaborative and team-oriented approach to working with SDRs, peers, and cross-functional partners
• Willingness to travel occasionally for customer meetings or events (up to 25%)
• Proven ability to manage multiple opportunities and priorities in a fast-paced environment
• Passion for technology, problem-solving, and improving how governments serve their communities
• Familiarity with Salesforce (or similar CRM) and structured sales methodologies such as MEDDIC or SPIN
• Strong communication, presentation, and consultative selling skills
• Competitive drive, self-motivation, and resilience under pressure