Job SummaryThe Granicus State Sales Team is a dynamic, results-driven group charged with driving new revenue in a young and energized Cloud Vertical. Ours is a Team that values individual initiative as well as teamwork. What we do makes a difference. Our products and services improve the efficiency of government and the quality of people's lives. The Enterprise Account Executive generates subscription sales for our SaaS platform and related services in an assigned territory. State Government includes all government functions, including state agencies, and programs under the Executive, Legislative, and Judicial branches of government.
What Your Impact Will Look LikeProspecting & Pipeline Generation- Generate a consistent pipeline of net new opportunities through strategic prospecting, territory planning, referrals, events, and executive outreach.
- Build relationships with senior government leaders and uncover strategic initiatives that align to Granicus solutions.
- Leverage account research and stakeholder mapping to create opportunities where no active project or budget exists.
Value Selling & Discovery- Lead outcome-based discovery conversations that uncover business challenges, citizen impact goals, operational inefficiencies, and executive priorities.
- Quantify business value and build compelling business cases that align Granicus solutions to measurable customer outcomes.
- Connect customer objectives to broader digital transformation, constituent engagement, service delivery, and operational modernization initiatives.
MEDDPICC & Deal Qualification- Drive disciplined opportunity qualification through MEDDPICC principles, maintaining clear understanding of metrics, economic buyers, decision criteria, decision processes, and competitive positioning.
- Develop and execute account-specific win strategies for complex opportunities with multiple stakeholders and lengthy procurement cycles.
- Identify and mitigate deal risks early while establishing clear mutual action plans with customers.
Territory Ownership- Own territory planning, account prioritization, pipeline health, forecasting accuracy, and revenue attainment.
- Build multi-year growth strategies within assigned accounts while expanding Granicus' footprint across agencies and departments.
Executive Selling- Facilitate executive-level conversations that advance customer buying decisions rather than product evaluations.
- Engage agency leaders, IT executives, communications teams, program owners, and procurement stakeholders throughout the sales cycle.
You Will Love This Job If You HaveProspecting & Hunting- You enjoy creating opportunities from scratch and are energized by prospecting, networking, and opening new doors.
- You have a proven track record of consistently generating your own pipeline, not solely relying on inbound leads.
- You are comfortable engaging senior executives and initiating strategic business conversations with little prior relationship.
Solution Selling- You excel at uncovering customer challenges, identifying root causes, and aligning solutions to desired business outcomes.
- You ask thoughtful discovery questions and prefer understanding customer problems before discussing products.
- You can translate technical capabilities into meaningful business value for executive stakeholders.
MEDDPICC / Complex Sales- You have experience managing complex, multi-stakeholder sales cycles with executive, technical, operational, legal, and procurement participants.
- You utilize structured qualification methodologies such as MEDDPICC, SPIN, Challenger, Value Selling, or similar frameworks.
- You build mutual action plans and proactively manage risks throughout the buying journey.
Public Sector / Government Specific- You understand how government organizations evaluate, purchase, and implement technology solutions.
- You can navigate committee-driven decisions and balance the priorities of diverse stakeholder groups.
- You are patient, persistent, and skilled at moving opportunities forward through complex procurement processes.
Growth Mindset- You actively seek coaching and continuously refine your sales skills.
- You thrive in an accountable, high-performance culture where pipeline creation, forecast accuracy, and customer outcomes matter.
- You are highly organized and demonstrate strong operating discipline in CRM management and opportunity planning.
Pay RangeUSD $110,000.00 - USD $150,000.00 /Yr.
About UsDon't have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don't meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit!
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.
