Senior Director – Sales
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Job Description
Senior Director of Sales at Granicus responsible for Local Government segment strategy. Leading a team to achieve revenue growth and enhance customer engagement with government agencies.
Responsibilities:
- 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.
- 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.
- 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).
- 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.
- 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.
Requirements:
- 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.
- 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.
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.
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