OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S. More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the OpenGov Public Service Platform to operate efficiently, adapt to change, and strengthen the public trust. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data.
These solutions come together in the OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync. Learn about OpenGov’s mission to power more effective and accountable government and the vision of high-performance government for every community at O penGov.com . 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.
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