Job SummaryThe Director of Business Development (BDR) is a senior go-to-market leader accountable for building, scaling, and optimizing a global inbound and outbound BDR organization. This role owns top-of-funnel strategy and execution, delivering predictable, high-quality pipeline through improved conversion, velocity, and tight alignment with Sales, Marketing, Product Marketing, Communications, and Revenue Operations.
The Director leverages AI, data, and modern enablement platforms to increase BDR productivity and quality, effectiveness, and insight and ensure consistent, high-quality execution across public sector (SLED/SMG), Enterprise, and Destination Marketing segments. The mandate is to power revenue growth through a disciplined, scalable, insight-driven pipeline engine while developing a high-performing team and strengthening cross-functional GTM cohesion. That includes:
- Driving pipeline creation across new and existing accounts
- Ensuring deep account penetration and qualification prior to Sales engagement
- Multi-threading outreach across buying groups and decision-makers
- Accelerating pipeline by re-engaging stalled or at-risk opportunities
- Routing buyers into compounding marketing motions, including events, demand generation, and ABM programs across multiple segments.
- Building an amazing team culture focused on collaboration and shared accountability.
What Your Impact Will Look Like- Strategy, Pipeline & Market Development
- Develop and execute a global BDR strategy aligned with revenue targets, GTM priorities, and multi-audience engagement paths
- Drive predictable pipeline growth across inbound and outbound channels; improve stage-to-stage conversion using data-driven experimentation.
- Identify new markets, segments, and partnership opportunities; provide market and customer insights to refine messaging and targeting.
- Leverage AI and automation to improve prioritization, personalization, rep efficiency, and pipeline velocity.
- Understand the differing requirements for your team to engage Executive (C-Suite) and functionally led persona's.
- Team Leadership & Performance Management
- Lead and develop a ~60-person global BDR organization, including frontline managers and team leads; hire, ramp, coach, and promote top talent.
- Establish KPIs, quotas, operating cadences, and accountability systems to drive consistent performance.
- Maintain a culture of execution excellence, inclusion, and career progression into AE/CSM roles.
- Execution Quality & Operational Excellence
- Own and improve playbooks, call scripts, persona-based sequences for Executives (C-Suite) vs. Functional leaders, automation vs. manual operating models, qualification standards, and handoff processes.
- Ensure execution quality through coaching, QA reviews, speed-to-lead adherence, and segment specific messaging alignment.
- Oversee technology adoption (Salesforce, Outreach/Salesloft, Gong, ZoomInfo) and partner with RevOps on data integrity and analytics
- Cross-Functional GTM Alignment
- Partner with Sales leadership on coverage models, ICP alignment, AE handoff, MEDDPICC and Challenger methodologies, and early-stage deal progression.
- Collaborate with Marketing and PMM to develop integrated campaigns, sequences, and feedback loops that improve relevance and ROI.
- Translate market and customer insights into actionable GTM improvements and executive-ready reporting.
You Will Love This Job If You Have- 10+ years in business development, sales development, or revenue leadership within SaaS or technology
- Demonstrated success leading large, distributed BDR/SDR teams and delivering measurable pipeline growth
- Strong command of outbound, inbound, ABM/ABS motions, pipeline analytics, and conversion optimization
- Experience implementing AI-driven or data-driven tools to enhance prospecting, prioritization, and coaching.
- Expertise with Salesforce and modern sales engagement platforms.
- Excellent leadership, communication, negotiation, and cross-functional collaboration skills
- Direct experience in public sector, GovTech, or regulated markets, including Federal, State, and Local government
- Experience supporting international GTM motions across distributed, geographically diverse teams
Pay RangeUSD $120,000.00 - USD $130,000.00 /Yr.
Security and Privacy Requirements- Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.
- Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.
The Team- We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.
The Culture- At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be
a part of our journey. - A few culture highlights include - Employee Resource Groups to encourage diverse voices
- Coffee with Mark sessions - Our employees get to interact with our CEO on very important and
sometimes difficult issues ranging from mental health to work-life balance and current affairs. - Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.
- We bring in special guests from time to time to discuss issues that impact our employee
population
The Impact- We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place - quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.
The BenefitsAt Granicus, we offer a
comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balance-starting from day one.
Here's what you can expect as a U.S.-based team member:
Flexibility & Balance- Flexible Time Off - Take the time you need to rest, recharge, and live your life.
- Company-Wide Wellbeing Days - Paid days off to unplug and focus on your mental health.
- Work From Home Reimbursement - Support a productive home office environment.
Health & Wellness- Multiple Health Plan Options - Including a 100% employer-paid plan.
- Employer HSA Contributions - When enrolled in a High-Deductible Health Plan.
- Fitness Reimbursement Program - Stay active, your way.
- On-Demand Mental Health Support - Access to Headspace and other wellness tools.
Family & Future- Paid Parental Leave - For both birthing and non-birthing parents.
- Traditional & Roth 401(k) - With a generous company match.
- Life & AD&D Insurance - 100% employer-paid coverage for peace of mind.
Growth & Recognition- Online Learning Platforms - Fuel your professional development.
- Competitive Salary & Bonuses - Your contributions are valued and rewarded.
