[Hiring] Director - Federal Sales @Granicus

Role Description

The Director, Federal Sales owns account strategy, business development, and sales execution for Federal accounts, spanning military services, combatant commands, defense agencies, and installations. The Director will build a team of quota-carrying Account Executives, prioritizing pipeline development, new-customer acquisition, and enterprise expansion.

The Director combines strategic account leadership with hands-on sales execution:

• Building senior civilian and military customer relationships
• Identifying funded priorities
• Coaching sellers through complex defense opportunities
• Activating partners to advance pursuits from discovery through contract award and customer adoption

Success requires deep understanding of:

• Defense organizations
• Mission needs
• Funding cycles
• Acquisition pathways
• Technology buying decisions

The role is directly accountable for:

• Federal account bookings and revenue attainment
• Qualified pipeline
• Strategic account penetration
• New-customer acquisition
• Expansion
• Forecast accuracy
• Account retention
• Sales-team development

Success in this role is measured by:

• Bookings and revenue attainment
• Qualified pipeline growth
• Strategic account penetration
• Expansion of existing deployments
• Partner-generated opportunities
• Forecast accuracy
• Contract awards
• Customer adoption
• Achievement of agreed customer outcomes

Qualifications

• 8+ years of enterprise SaaS, government technology, defense technology, or B2G sales experience
• 3+ years of people leadership experience managing quota-carrying sales professionals
• Proven success building and scaling new-logo acquisition strategies
• Deep understanding of defense funding, acquisition, and procurement processes
• Strong strategic account planning, territory management, pipeline development, forecasting, and financial management capabilities
• Experience leading complex, multi-stakeholder sales cycles
• Demonstrated success recruiting, coaching, developing, and retaining high-performing sales talent
• Experience building and managing relationships with systems integrators, channel partners, resellers, and technology partners
• Strong executive presence, business acumen, communication, negotiation, and relationship management skills
• Proficiency with Salesforce or comparable CRM and sales analytics platforms
• Bachelor's degree or equivalent combination of education and relevant professional experience
• Ability to travel domestically approximately 50% of the time

Requirements

• Prior military, defense civilian, or defense-industry leadership experience relevant to the account
• Established relationships with defense program, technology, public affairs, personnel, installation, or acquisition organizations
• Experience building or significantly scaling a defense technology account or territory
• Experience working with major Federal systems integrators and channel partners
• Experience with government digital communications, customer experience, engagement, or comparable technology platforms
• Ability to distinguish current product authorizations from customer-specific defense security requirements

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