[Hiring] Vice President, AI Go-to-Market @Granicus

Role Description

Granicus is seeking a Vice President, AI Go-to-Market to lead the end-to-end commercialization and growth strategy for our AI and emerging technology portfolio. This executive will own the go-to-market motion for Granicus's AI capabilities, from identifying high-value market opportunities and shaping differentiated solutions to generating pipeline, advancing strategic deals, enabling the field, and scaling repeatable commercial plays. This is a highly visible, market-facing leadership role requiring strength in commercial strategy, executive selling, AI fluency, cross-functional leadership, and operational execution.

What Your Impact Will Look Like

• Strategic Leadership & Team Development
  • Build, lead, and scale a high-performing team of AI Advisors, AI Architects, and Value Engineers.
  • Establish clear priorities, roles, operating rhythms, and performance expectations tied to pipeline creation, conversion, win rates, deal velocity, and customer outcomes.
  • Develop team capabilities across executive discovery, solution design, value engineering, strategic selling, and AI thought leadership.
  • Personally engage in the most strategic opportunities as an executive sponsor and player/coach.
• AI Go-to-Market Strategy & Execution
  • Define and execute the go-to-market strategy for Granicus's AI and emerging technology portfolio, aligned with company growth priorities.
  • Identify and prioritize high-value customer segments, use cases, buying centers, and repeatable commercial plays.
  • Partner with Sales and Marketing to create demand, build qualified pipeline, and accelerate adoption across both new and existing customers.
  • Turn successful customer engagements into repeatable GTM plays, including messaging, discovery frameworks, value propositions, solution patterns, and field enablement.
  • Drive targeted campaigns, vertical motions, customer workshops, and other programs that accelerate AI pipeline and revenue.
• Strategic Deals & Customer Value
  • Lead and support complex, high-value AI opportunities from early discovery through solution development, executive alignment, and commercial close.
  • Engage directly with senior customer leaders to connect Granicus's AI capabilities to strategic priorities, measurable outcomes, and business value.
  • Partner with Customer Success and Services to ensure successful adoption, value realization, customer references, and expansion.
  • Build lighthouse customer examples that strengthen Granicus's credibility and accelerate future GTM efforts.
• Cross-Functional Leadership & Product-Market Fit
  • Serve as a key connector across the Emerging Technologies organization, ensuring GTM strategy and execution are aligned with other emerging technology initiatives and capabilities.
  • Partner closely with Product, Marketing, Sales, Customer Success, Services, and Operations to create an integrated AI customer journey.
  • Establish strong market feedback loops, translating customer needs, competitive signals, and field insights into product and commercialization priorities.
  • Partner with Product and Product Marketing on positioning, packaging, launches, competitive differentiation, and market strategy.
  • Help determine where Granicus should build, partner, or integrate to strengthen its AI value proposition.
• Performance & Scale
  • Establish and track key performance indicators for the AI GTM motion, including pipeline, bookings, attach rate, conversion, win rate, deal velocity, customer adoption, and expansion.
  • Use data and market insights to continuously refine GTM strategy, resource allocation, and execution.
  • Create the systems, processes, and field capabilities required to scale successful AI motions across the broader Granicus organization.
  • Provide executive leadership with clear visibility into AI GTM performance, market opportunities, risks, and priorities.

Qualifications

• 12+ years of experience in enterprise technology, SaaS, AI, technical sales, or go-to-market leadership, including significant senior leadership experience.
• Demonstrated success building and scaling go-to-market motions for emerging or rapidly evolving technologies.
• Proven ability to drive pipeline, revenue growth, and complex enterprise sales outcomes.
• Experience leading technical pre-sales, solution advisory, solution architecture, value engineering, or similar customer-facing teams.
• Strong understanding of AI and emerging technologies with the ability to translate technical capabilities into differentiated customer and business value.
• Strong executive presence and experience engaging senior customer and internal stakeholders.
• Demonstrated ability to lead effectively across functions and influence teams outside of direct reporting relationships.
• Strong analytical, operational, communication, and leadership skills.

Preferred Qualifications

• Experience in enterprise B2B SaaS, AI, and digital transformation.
• Experience selling to government or other highly regulated industries.
• Familiarity with public-sector procurement, security, privacy, and technology adoption considerations.
• Experience operating in both 0-to-1 and scale environments.
• Familiarity with enterprise sales methodologies such as MEDDPICC, Challenger, or Command of the Message.
• Bachelor's degree or equivalent professional experience; advanced degree preferred.

Key Competencies

• Commercial and GTM leadership
• AI and emerging technology acumen
• Executive selling and customer engagement
• Team leadership and talent development
• Product-market orientation
• Cross-functional leadership
• Data-driven decision-making
• Building and scaling repeatable motions

Pay Range

USD $200,000.00 - USD $250,000.00 /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.