[Hiring] Senior Director, Sales @Granicus

Role Description

The Senior Director of Sales is responsible for leading and developing a team of Sales Directors (front-line leaders) who manage Account Executives and Territory Managers. This role owns the Local Government segment strategy, translates company objectives into execution, and is accountable for consistent revenue growth, forecast accuracy, and team performance. This leader operates with strong executive presence, is customer-facing, and partners cross-functionally to drive scalable success across the Local Government market.

What Your Impact Will Look Like

• Leadership & Team Management
  • Lead, coach, and develop a team of Sales Directors (front-line leaders) to achieve revenue and activity objectives.
  • Build a high-performance culture focused on accountability, coaching, and continuous improvement.
  • Recruit, onboard, develop, and retain top sales leadership talent; actively manage performance and succession planning.
• Strategy & Go-to-Market
  • Own and execute the Local Government segment sales strategy, including territory design, coverage, and focus areas.
  • Translate corporate strategy into clear GTM plans executed by Sales Directors and their teams.
  • Partner with Marketing, Product, Customer Success, and RevOps to align messaging, pipeline generation, and delivery outcomes.
• Revenue & Execution
  • Execute against weekly, monthly, quarterly, and annual sales targets.
  • Drive disciplined execution of activity metrics (pipeline coverage, meeting volume, discovery quality).
  • Maintain accurate forecasting and pipeline inspection; identify risks and implement corrective actions early.
  • Inspect deal quality using structured qualification frameworks (e.g., MEDDPICC).
• Customer & Executive Engagement
  • Maintain executive-level presence in internal and external engagements.
  • Participate directly in key customer meetings, executive briefings, and strategic accounts.
  • Build and maintain senior-level customer relationships across city and county governments.
• Operational Excellence
  • Set and manage sales operational objectives aligned to company goals.
  • Analyze performance data, trends, and market signals to inform decision-making.
  • Establish and reinforce best practices, processes, and sales standards across the organization.

Qualifications

• Proven sales leader with experience managing Sales Directors / first-line leaders.
• Ability to coach, develop, and provide direct, actionable feedback to leaders and reps.
• Strong executive presence with confidence interacting with senior internal leaders and public-sector executives.
• Data-driven, disciplined, and outcomes-focused.
• Comfortable leading complex, $100K+ deal cycles in a multi-stakeholder environment.
• Collaborative leader who thrives in ambiguity and change.

Requirements

• Demonstrated success leading teams responsible for complex sales cycles and large deal sizes.
• Experience selling into Local Government, Public Sector, or regulated markets preferred.
• Strong forecasting, pipeline management, and inspection rigor.
• Ability to balance strategic thinking with hands-on execution.

Pay Range

USD $150,000.00 - USD $175,000.00 /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.