Account Executive, SMG

The role

The Account Executive, SMG converts qualified leads into new customer relationships. This person manages the full sales cycle from discovery to contract signature for defined OpenGov products in the State and Local Government market.

What you will do

• 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 territory to generate pipeline and drive 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.
• Contribute feedback on messaging, customer trends, and product-market fit to internal stakeholders.

Required qualifications

• 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.
• Comfortable using AI-native tools to accelerate workflows and improve efficiency.
• Willingness to travel occasionally for customer meetings or events (up to 25%).

Benefits

• Comprehensive healthcare options for individuals and families
• Flexible vacation policy and paid company holidays
• 401(k) with company match
• Paid parental leave
• Wellness stipends
• HSA contributions
• Professional development and growth opportunities
• Collaborative office environment with weekly catered lunches

About the company

OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S. The company provides products including enterprise asset management, procurement, accounting, budgeting, billing, and more.