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Account Executive, SMG

OpenGov· Sales
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US | Illinois | Chicago$120k - $150kFull-timePosted 4w ago

About the role

The Account Executive, SMG drives OpenGov growth by converting qualified leads into new customer relationships within a defined territory, managing the full sales cycle from discovery to contract signature in the State and Local Government market.

Responsibilities

  • 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.

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%).

Skills

Required:Full sales cycle ownershipTerritory managementDiscovery and needs assessmentSales presentations and demosMEDDIC/SPIN

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, and HSA contributions
  • Professional development and growth opportunities
  • A collaborative office environment with weekly catered lunches.
Last updated Sep 24, 2026. Interested? Apply on the company site.

About OpenGov

Software for Public Servants

OpenGov is the leader in modern government software for our nation’s cities, counties, and state agencies. Schedule a demo today.

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