Account Executive, SMG

Job Summary

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.

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.

Requirements and Preferred Experience

• 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%).

Compensation

Boston, MA: $120,000 - $160,000

On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.

The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate’s geographical location.

Opportunity to Innovate

The next great wave of innovation is unfolding with AI, and it will impact everything-from the way we work to the way governments interact with their residents. Join a trusted team with the passion, technology, and expertise to drive innovation and bring AI to local government. We’ve touched 2,000 communities so far, and we’re just getting started.

A Team of Passionate, Driven People

This isn’t your typical 9-to-5 job; we operate in a fast-paced, results-driven environment where impact matters more than simply clocking in and out. Our global team of 800+ employees is united in our commitment to challenge the status quo. OpenGov is headquartered in San Francisco and has offices in Atlanta, Boston, Chicago, Dubuque, Dallas, and Pune.

A Place to Make Your Mark

We pride ourselves on our performance-based culture, where every employee is encouraged to jump in head-first and take action to help us improve. If you have a great idea, we want to hear it. Excellent performance is recognized and rewarded, and we love to promote from within.

Benefits

Enjoy an award-winning workplace with the benefits to match, including:

• 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.