[Hiring] Director - AI Solutions Advisors @Granicus

Role Description

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

• Build, Lead, and Scale a High-Performing AI Advisor Team
  • Recruit, onboard, and develop a team of 8-10 AI Advisors.
  • Establish operating rhythms that drive performance.
  • Create a culture of rigorous coaching and high accountability.
• Be a Player/Coach: Strategic Field Engagement to Win Big Deals
  • Personally engage on the most strategic opportunities.
  • Model consultative leadership in the field.
  • Support deals that require deep value articulation.
• Build a Repeatable Value-Selling Motion (with Deal Reviews as the Coaching Engine)
  • Implement the Granicus AI value selling framework.
  • Lead structured deal reviews that teach AI Advisors.
• Run Autonomous Enablement Programs (Sales Excellence at Scale)
  • Design and operate enablement that can run “semi-autonomously”.
  • Execute targeted GTM campaigns in measurable sprints.
  • Ensure enablement is ongoing performance improvement.
• Drive Product-Market Fit via Tight Feedback Loops Across the Org
  • Lead key account identification and partner with marketing.
  • Operate as a “field-to-factory” leader.
  • Translate market signal into action.

Qualifications

• 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.
• Proven success taking new solutions to market.
• Demonstrated ability to build and lead high-performing enterprise sales teams.
• Strong track record of forecast accuracy and pipeline operating rigor.
• Expertise in value selling and coaching through structured deal reviews.
• 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.

Requirements

• Travel required.
• US Based.
• Compensation range mentioned is On Target Earnings.
• Pay Range: USD $200,000.00 - USD $215,000.00 /Yr.

Benefits

• 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.
• 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.
• 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.
• Online Learning Platforms – Fuel your professional development.
• Competitive Salary & Bonuses – Your contributions are valued and rewarded.