[Hiring] Enterprise Account Executive @Granicus

Role Description

The Granicus State Sales Team is a dynamic, results-driven group charged with driving new revenue in a young and energized Cloud Vertical. Ours is a Team that values individual initiative as well as teamwork. What we do makes a difference. Our products and services improve the efficiency of government and the quality of people’s lives. The Enterprise Account Executive generates subscription sales for our SaaS platform and related services in an assigned territory. State Government includes all government functions, including state agencies, and programs under the Executive, Legislative, and Judicial branches of government.

What Your Impact Will Look Like

• Prospecting & Pipeline Generation:
  • Generate a consistent pipeline of net new opportunities through strategic prospecting, territory planning, referrals, events, and executive outreach.
  • Build relationships with senior government leaders and uncover strategic initiatives that align to Granicus solutions.
  • Leverage account research and stakeholder mapping to create opportunities where no active project or budget exists.
• Value Selling & Discovery:
  • Lead outcome-based discovery conversations that uncover business challenges, citizen impact goals, operational inefficiencies, and executive priorities.
  • Quantify business value and build compelling business cases that align Granicus solutions to measurable customer outcomes.
  • Connect customer objectives to broader digital transformation, constituent engagement, service delivery, and operational modernization initiatives.
• MEDDPICC & Deal Qualification:
  • Drive disciplined opportunity qualification through MEDDPICC principles, maintaining clear understanding of metrics, economic buyers, decision criteria, decision processes, and competitive positioning.
  • Develop and execute account-specific win strategies for complex opportunities with multiple stakeholders and lengthy procurement cycles.
  • Identify and mitigate deal risks early while establishing clear mutual action plans with customers.
• Territory Ownership:
  • Own territory planning, account prioritization, pipeline health, forecasting accuracy, and revenue attainment.
  • Build multi-year growth strategies within assigned accounts while expanding Granicus' footprint across agencies and departments.
• Executive Selling:
  • Facilitate executive-level conversations that advance customer buying decisions rather than product evaluations.
  • Engage agency leaders, IT executives, communications teams, program owners, and procurement stakeholders throughout the sales cycle.

Qualifications

• You enjoy creating opportunities from scratch and are energized by prospecting, networking, and opening new doors.
• You have a proven track record of consistently generating your own pipeline, not solely relying on inbound leads.
• You are comfortable engaging senior executives and initiating strategic business conversations with little prior relationship.
• You excel at uncovering customer challenges, identifying root causes, and aligning solutions to desired business outcomes.
• You ask thoughtful discovery questions and prefer understanding customer problems before discussing products.
• You can translate technical capabilities into meaningful business value for executive stakeholders.
• You have experience managing complex, multi-stakeholder sales cycles with executive, technical, operational, legal, and procurement participants.
• You utilize structured qualification methodologies such as MEDDPICC, SPIN, Challenger, Value Selling, or similar frameworks.
• You build mutual action plans and proactively manage risks throughout the buying journey.
• You understand how government organizations evaluate, purchase, and implement technology solutions.
• You can navigate committee-driven decisions and balance the priorities of diverse stakeholder groups.
• You are patient, persistent, and skilled at moving opportunities forward through complex procurement processes.
• You actively seek coaching and continuously refine your sales skills.
• You thrive in an accountable, high-performance culture where pipeline creation, forecast accuracy, and customer outcomes matter.
• You are highly organized and demonstrate strong operating discipline in CRM management and opportunity planning.

Pay Range

USD $110,000.00 - USD $150,000.00 /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.

Equal Opportunity Employer

Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.