Senior Director - Sales

Serving the People Who Serve the People

Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.

Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve-driving meaningful change for communities around the globe.

Want to know more? See more of what we do here.

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.

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.

* 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.

Experience & Qualifications

* 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.

Don't have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don't meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit!

Security and Privacy Requirements

Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.
• Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.

The Team

• We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.

The Culture

• At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be
  a part of our journey.
• A few culture highlights include - Employee Resource Groups to encourage diverse voices
• Coffee with Mark sessions - Our employees get to interact with our CEO on very important and
  sometimes difficult issues ranging from mental health to work-life balance and current affairs.
• Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.
• We bring in special guests from time to time to discuss issues that impact our employee
  population
  
  

The Impact

• We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place - quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.

Flexibility & Balance

• 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.