The Company:
Serving the People Who Serve the People
Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.
Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe.
Want to know more? See more of what we do here.
Job Summary:
We are hiring a Director of AI Go-to-Market Strategy to build and lead a team of AI Advisors focused on creating demand for high-impact AI solutions in the public sector. This leader will bring new solutions to market, develop a repeatable value-selling motion, and operate as a player-coach for a team of AI Advisors who partner with Account Executives to qualify opportunities and move them through the sales process.
This role requires strong execution in ambiguous environments, close cross-functional partnership, and a proven ability to turn customer and field insights into sharper positioning, stronger go-to-market execution, and product-market fit improvements. The team will support 8-figure pipeline growth and lead 8 to 10 individual contributors focused on complex, multi-stakeholder public sector opportunities involving procurement, risk, governance, and change management.
What Your Impact Will Look Like:
1) Build, Lead, and Scale a High-Performing AI Advisor Team
- Recruit, onboard, and develop a team of 8-10 AI Advisors, setting clear expectations for demand generation/prospecting, qualification, and disciplined execution.
- Establish operating rhythms that drive performance: connected calls/weekly meetings, pipeline inspection, and deal reviews tied to stage progression and clear exit criteria.
- Create a culture of rigorous coaching and high accountability—measured by conversion, win-rate, cycle time, and forecast accuracy.
2) Be a Player/Coach: Strategic Field Engagement to Win Big Deals
- Personally engage on the most strategic opportunities (exec alignment, negotiation strategy, procurement pathing, risk/governance alignment, and close plans).
- Model consultative leadership in the field—demonstrating how to sell outcomes, not features, and how to align cross-functional stakeholders in government environments (IT, program leaders, comms, operations, unions, etc.).
- Support deals that require deep value articulation: ROI, cost-to-serve reduction, staff efficiency, measurable outcomes, and adoption.
3) Build a Repeatable Value-Selling Motion (with Deal Reviews as the Coaching Engine)
- Implement the Granicus AI value selling framework that makes business impact explicit (cost savings, deflection, staff efficiency, program outcomes, satisfaction).
- Lead structured deal reviews that teach AI Advisors to:
- Quantify economic value and operational impact
- Navigate risk/governance and stakeholder alignment
- Build mutual plans with procurement realities
- Clarify “why now” and urgency (a known failure mode in complex sales) [
4) Run Autonomous Enablement Programs (Sales Excellence at Scale)
- Design and operate enablement that can run “semi-autonomously” through standardized systems: playbooks, call scripts, discovery guides, mutual plans, proposal templates, and win/loss loops.
- Execute targeted GTM campaigns in measurable sprints (e.g., 6-week vertical sprints with leading indicators like meeting volume, stage conversion, and weekly pipeline creation).
- Ensure enablement is not “training”—it’s ongoing performance improvement tied to real pipeline, real deals, and real coaching.
5) Drive Product-Market Fit via Tight Feedback Loops Across the Org
- Lead key account identification and partner with marketing to drive targeted ABM campaigns to open key verticals and build, test, measure programs to drive significant AE and Marketing generated pipeline.
- Operate as a “field-to-factory” leader: create durable feedback loops across Product Marketing, Segment Marketing, Product Management, and Sales Ops to improve positioning, packaging, roadmap clarity, and sellability.
- Translate market signal into action: what’s blocking deals, what proof points are missing, what must be clarified, and what should be prioritized to improve desirability/feasibility/viability.
You Will Love This Job If You Have:
- 5-10 years of experience in public sector sales as an IC with a focus on SaaS, Data, Cloud or other enterprise solutions
- 3-5 years of experience in sales leadership managing a team with strong quota attainment
- Significant, demonstrated public sector enterprise sales experience, including procurement cycles, multi-stakeholder decisioning, and government change management dynamics.
- Proven success taking new solutions to market (0→1 or major new product line/segment launch).
- Demonstrated ability to build and lead high-performing enterprise sales teams (ideally 5+ sellers).
- Strong track record of forecast accuracy and pipeline operating rigor.
- Expertise in value selling and coaching through structured deal reviews; ability to teach ROI and outcome-based selling.
- Comfort operating as player/coach, engaging strategically in the field to close complex deals.
Preferred Qualifications
- Experience selling AI, automation, workflow transformation, or platform capabilities into government agencies.
- Familiarity with value engineering approaches: quantifying outcomes and turning discovery into measurable business cases.
Other Job Info
Compensation range mentioned is On Target Earnings. Comp could change based on experience and location.
Pay Range:
USD $200,000.00 - USD $215,000.00 /Yr.
About Us:
Don’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 Benefits:
At 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.
Equal Opportunity Employer:
Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.
