Director, Sales - Government Special Districts

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.

Why This Role, Why Now

The Special Districts team are at an inflection point. The team is fully staffed, vertically specialized, and operating with a defined playbook across two pod structures, Community Services and Utilities. The market is underpenetrated. The Granicus product portfolio has expanded. The infrastructure is built. What is missing is a Director who can take a functioning team and compound its performance. Not fix it. Accelerate it.

The agencies this team serves have constituents who depend on them for clean water, reliable power, transit that moves their city, and community services that hold their neighborhoods together. That difference shapes everything about how we sell.

Special districts are some of the most overlooked and underserved agencies in government; and some of the most consequential. They operate with lean teams, constrained budgets, and high constituent expectations. Most have never had a technology partner who truly understands their world.

That is the market. This is the role that owns it.

We are looking for a Sales Director to lead a specialized team of seven Account Executives selling Granicus' solutions to special purpose government agencies nationwide. Organized into two vertical pods, the team covers:

Community Services: Transit and transportation agencies, MPOs, COGs, airports, ports, and other community services districts
• Utilities: Water, power, energy, broadband, and utility special districts

This is a niche market that rewards deep expertise, consultative selling, and the patience to navigate government procurement without losing momentum. You will report to the Senior Director of SMG West.

You are not inheriting a broken team. You are inheriting a team with a strong identity, a defined culture, and real expectations. Your job is to continue to raise the ceiling.

Who You Will Work With

Your manager came up through urban planning and community engagement before building one of Granicus's most specialized sales teams. She leads with coaching, not directives. She believes in developing strategic thinkers, not providing answers. She will invest heavily in making you better at this job, and she will expect you to do the same for your team.

Your extended team includes Solution Consulting, Segment Marketing, Business Development, and cross-functional partners across the organization. You will have the resources to build a real go-to-market motion, not just manage a territory.

You will be the standard-bearer for insight-led, outcome-driven sales in a market where generic pitches fail and credibility is earned conversation by conversation.

• Own the number. Deliver consistent quota attainment across both pods with forecast accuracy that reflects reality, not optimism. Build and maintain 3-4x pipeline coverage, enforce stage discipline, and surface risk before it becomes a miss.
• Develop sellers who think, not just sell. Your coaching model prioritizes strategic thinking over tactical direction. Reps on your team will know how to quantify constituent impact, lead with market insights, and navigate complex stakeholder environments because you built that capability deliberately and repeatedly.
• Make the pods hum. Community Services and Utilities have different buyers, different procurement calendars, and different competitive dynamics. You will manage both with equal depth through structured pod coaching, deal reviews, and conversation intelligence-informed development.
• Build the machine, not just the deals. Partner with BDRs, Solution Consultants, and Segment Marketing to develop vertical-specific prospecting motions and messaging that compound over time. Your best quarter should never depend on a single large deal.
• Navigate government procurement without flinching. RFPs, board approvals, co-op agreements, multi-year budget cycles, this is the terrain. You will coach your team to move government buyers forward with confidence and discipline.
• Translate the field into organizational intelligence. What you hear from utilities, transit agencies, and community service districts about their challenges, competitive alternatives, and procurement barriers is signal. You will turn that signal into input for product, marketing, and senior leadership.
• Hold the culture standard. The Special Districts Team operates on consistency, curiosity, honesty, and collaboration. You will protect that identity, challenge it to grow, and model it in every interaction.

The idea of owning a niche market energizes you. You have spent time selling or leading sales into government agencies and you understand why that is genuinely different from commercial SaaS.

You lead with questions, not pitches. Your team has heard you say "what's the business impact of that?" more times than they can count because you believe the answer to that question is the difference between a conversation and a closed deal.

You are a builder who inherits. The Team is not a turnaround. They are a high-identity team with strong vertical expertise, a structured operating rhythm, and real market credibility. You don't need to prove yourself by changing everything. You need to earn trust, raise the bar, and take the team somewhere they couldn't get to without you.

You run a tight operation. You know your numbers before anyone asks. Your reps know their numbers because you have built accountability into the culture, not through surveillance, but through expectation and example.

You bring high energy and low ego. You celebrate your team's wins louder than your own. You are direct when something isn't working and constructive about what needs to change.

And you are genuinely excited about what Granicus does. Because when a parks district finally gets a constituent engagement platform that works, or a water agency can surface real-time service updates to the customers who depend on them, that is not just a deal. That is the reason this work matters.

What You Bring

• Passion for the government technology space and an instinct for how digital solutions change how public agencies serve their communities
• Experience leading 6-8 quota-carrying AEs through complex, multi-stakeholder SaaS sales cycles in the public sector - ideally with agencies that operate outside the traditional city/county/state model
• A coaching philosophy that develops strategic thinkers, not order-takers - you build sellers who can run a room, not just run a demo
• Fluency in value selling and MEDDICC or a similarly rigorous qualification framework, and the discipline to enforce it without being bureaucratic about it
• The ability to run two vertical pods simultaneously, each with its own buyer profile, procurement calendar, and competitive landscape, without letting either go on autopilot
• Proven experience partnering with BDRs, Solution Consultants, and Marketing to build integrated pipeline motions - not just waiting for leads to show up
• A data-forward operating style - you know your numbers, your reps know their numbers, and everyone knows what needs to move this week to hit the quarter
• Comfort navigating government procurement complexity - RFPs, board approvals, co-op contracts - without flinching or over-escalating

This Role Is Not For You If

• You are looking for inbound-heavy territory, a short sales cycle, or a team that needs to be rebuilt from scratch
• Government procurement feels like an obstacle rather than a qualification
• You need external motivation to prospect or coach consistently
• You avoid travel and in-person meetings
• You are more comfortable managing up than developing the people below you
• You need the spotlight - the Team celebrated team wins, and individual credit follows collective performance

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.