This position requires a minimum of 3 days per week working onsite in OpenGov's Tampa, FL office.
Job Summary:
The Account Executive - Pod Lead will lead OpenGov’s ERP and multi-suite opportunities sales efforts within their assigned territory, including territory planning, prospect identification, lead generation, sales calls, leading the sales cycle, proposals, and contract negotiation through deal closure. This individual will also work collaboratively with product-specific Account Executives to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our customers. The Pod Leader will help drive viral growth strategies in their territory by being the primary territory partner across the organization interacting with team members such as SDRs and Marketing/Demand Generation.
Responsibilities:
- Lead ERP 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 and Preferred Experience:
- Bachelor's degree required
- 4 to 7 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
