[Hiring] Director of Sales @Granicus

Role Description

The Director of Sales, Host Compliance is responsible for leading a team of Account Executives focused on acquiring and expanding Host Compliance customers across the United States and Canada. This role is accountable for achieving revenue targets, developing sales strategies, coaching high-performing sales professionals, forecasting business results, and driving market growth within the short-term rental compliance and local government regulatory technology space. The Director will collaborate closely with Marketing, Customer Success, Product, Professional Services, and Executive Leadership to accelerate market adoption and customer success.

What Your Impact Will Look Like

• Revenue Leadership
  • Meet and exceed annual, quarterly, and monthly revenue objectives through effective sales planning, forecasting, and pipeline management.
  • Develop territory and segment strategies that drive consistent growth across new customer acquisition and expansion opportunities.
  • Ensure accurate forecasting and opportunity management through Salesforce.
  • Monitor leading and lagging indicators to identify risks and implement corrective actions as necessary.
• Sales Team Leadership
  • Recruit, hire, onboard, develop, and retain top sales talent.
  • Coach Account Executives through all stages of the sales process including prospecting, discovery, demonstration, proposal development, negotiation, and closing.
  • Establish performance standards, KPI expectations, and accountability measures.
  • Conduct regular pipeline reviews, deal strategy sessions, and performance coaching meetings.
  • Foster a culture of continuous improvement, collaboration, and customer-centric selling.
• Strategic Market Development
  • Develop and execute market strategies targeting municipalities, counties, regional governments, and tourism organizations seeking short-term rental compliance solutions.
  • Identify emerging market trends, regulatory changes, competitive threats, and growth opportunities within the short-term rental ecosystem.
  • Partner with Marketing to drive demand generation programs and industry awareness.
  • Build executive-level relationships with government leaders, administrators, finance leaders, planning departments, and elected officials.
• Customer & Industry Engagement
  • Maintain relationships with key customers, partners, and industry stakeholders.
  • Represent Granicus at conferences, trade associations, user groups, and industry events.
  • Provide customer and market feedback to Product Management to influence product roadmap decisions.
  • Support strategic opportunities and executive-level sales engagements when needed.
• Operational Excellence
  • Drive disciplined use of Salesforce and sales methodologies throughout the organization.
  • Leverage data and analytics to identify trends, improve productivity, and optimize sales effectiveness.
  • Collaborate cross-functionally to improve customer experience and support successful implementations.
  • Ensure compliance with company policies, procedures, and information security standards.

Qualifications

• Confident, competitive, thorough, flexible, and highly motivated leader.
• Proven ability to lead and develop a team of 5-8 Account Executives.
• Strong coaching and deal strategy skills with demonstrated success managing complex SaaS sales cycles.
• Expertise in consultative sales methodologies and value-based selling.
• Deep understanding of pipeline creation, opportunity management, and forecast accuracy.
• Strong executive presence with the ability to engage C-level and government leadership stakeholders.
• Exceptional written, verbal, presentation, and negotiation skills.
• Ability to manage multiple priorities in a fast-paced environment while maintaining focus on results.
• Strong analytical and strategic planning capabilities.
• Passion for public sector success and customer outcomes.

Requirements

• Minimum five (5) years of sales leadership experience managing quota-carrying SaaS sales teams.
• Minimum eight (8) years of enterprise or public sector software sales experience.
• Proven track record of consistently achieving and exceeding revenue targets.
• Experience selling technology solutions to local government organizations.
• Experience managing sales cycles involving multiple stakeholders and complex procurement processes.
• Strong understanding of compliance, regulatory technology, permitting, licensing, taxation, or government technology markets preferred.
• Demonstrated success building and scaling sales teams in high-growth environments.
• Experience with Salesforce and sales performance analytics.
• Experience selling short-term rental, compliance, permitting, licensing, or community development solutions is highly desirable.

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.