[Hiring] Account Executive @Granicus

Role Description

Granicus is hiring a Small-Medium Government Account Executive to join our team! We are looking for a driven, customer-centric sales professional located in the Northeast with a technology sales background in local government to expand our market presence through net-new logo acquisition and revenue growth. Candidates must have a proven track record of successfully prospecting, developing pipeline, and closing new business across a large geographical region. This is a hunter-focused individual contributor role that requires a high degree of autonomy, outbound activity, territory development, and attention to detail.

What Your Impact Will Look Like

• Drive net-new logo acquisition, generate qualified pipeline, and foster market expansion within the designated territory.
• Collaborate closely with the Marketing Team to ensure a robust lead pipeline and effective lead nurturing.
• Craft and communicate compelling value propositions to prospective clients, highlighting the unique benefits of our solutions.
• Facilitate collaborative selling opportunities with partners, leveraging synergies to maximize sales potential.
• Lead pursuit teams for larger-scale opportunities, orchestrating efforts for comprehensive client engagement.
• Guide and educate prospects through the purchasing journey, providing insights and assistance as needed.
• Develop and execute a comprehensive sales plan aimed at surpassing predefined sales targets.
• Gain deep insight into intricate customer requirements across operational, business, and technical domains, tailoring solutions accordingly.
• Independently create and deliver customized presentations on Granicus, showcasing its potential to revolutionize public engagement strategies.
• Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals.
• Oversee all aspects of sales activities within the assigned territory, including strategic prospecting, territory development, opportunity creation, pipeline management, revenue forecasting, and contract negotiation.
• Proactively identify, target, and engage high-value prospects through outbound prospecting efforts including cold outreach, networking, referrals, and industry events.
• Actively pursue and convert both self-generated and marketing-generated leads, maintaining a relentless focus on creating and advancing new opportunities.
• Assist in formulating sales strategies in collaboration with the management team, drawing on market insights and client feedback.
• Maintain meticulous documentation of all interactions, activities, and correspondence in our Salesforce CRM system.
• Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, providing comprehensive insights into sales performance and market trends.
• Be prepared to travel approximately 30-40% of the time to engage with clients and prospects effectively.
• Consistently build and maintain a healthy pipeline of net-new business opportunities sufficient to exceed quota expectations.
• Demonstrate a hunter mentality by uncovering competitive replacement opportunities, penetrating white-space accounts, and creating demand where none previously existed.

Qualifications

• Proven pattern of success in software sales or highly technical consultative sales to business or government.
• Consistent record of outperforming quota in previous field sales position(s).
• Successful record of managing a sales funnel with deals valuing between $10-$50K of annual recurring revenue.
• Strong understanding of information technology and multiple platforms, and the ability to learn new technologies quickly.
• Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives.
• Previous experience with government is a plus.
• Proficient with MS Office product suites; experience using Salesforce.com is a plus, but not required.
• Exceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skills.
• Self-motivated and driven to succeed; takes initiative, willing to go the extra mile.
• Ability to problem solve quickly.
• Ability to multi-task and work within a team atmosphere.
• Clear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trust.
• Entrepreneurial spirit.

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.