Vice President, AI Go-to-Market
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Job Description
AI go-to-market executive scaling commercialization, pipeline, and strategic sales for Granicus’s government technology solutions. Leading AI advisory teams and cross-functional product, sales, and marketing execution.
Responsibilities:
- Lead the end-to-end commercialization and growth strategy for Granicus's AI and emerging technology portfolio
- Build, lead, and scale a high-performing team of AI Advisors, AI Architects, and Value Engineers
- Establish priorities, operating rhythms, performance expectations, and KPIs tied to pipeline, conversion, win rates, deal velocity, and customer outcomes
- Develop team capabilities across executive discovery, solution design, value engineering, strategic selling, and AI thought leadership
- Personally engage in strategic opportunities as an executive sponsor and player/coach
- Define and execute AI go-to-market strategy aligned with company growth priorities
- Identify and prioritize high-value customer segments, use cases, buying centers, and repeatable commercial plays
- Partner with Sales and Marketing to create demand, build qualified pipeline, and accelerate adoption among new and existing customers
- Turn successful customer engagements into repeatable GTM plays, including messaging, discovery frameworks, value propositions, solution patterns, and field enablement
- Drive targeted campaigns, vertical motions, customer workshops, and programs that accelerate AI pipeline and revenue
- Lead and support complex, high-value AI opportunities from discovery through solution development, executive alignment, and commercial close
- Engage senior customer leaders to connect AI capabilities to strategic priorities, measurable outcomes, and business value
- Partner with Customer Success and Services on adoption, value realization, customer references, and expansion
- Build lighthouse customer examples to strengthen credibility and accelerate future GTM efforts
- Connect the Emerging Technologies organization and align GTM execution with other emerging technology initiatives
- Partner with Product, Marketing, Sales, Customer Success, Services, and Operations to create an integrated AI customer journey
- Establish market feedback loops translating customer needs, competitive signals, and field insights into product and commercialization priorities
- Partner with Product and Product Marketing on positioning, packaging, launches, competitive differentiation, and market strategy
- Help determine where Granicus should build, partner, or integrate to strengthen its AI value proposition
- Track AI GTM KPIs including pipeline, bookings, attach rate, conversion, win rate, deal velocity, customer adoption, and expansion
- Use data and market insights to refine GTM strategy, resource allocation, and execution
- Create systems, processes, and field capabilities to scale successful AI motions across Granicus
- Provide executive leadership with visibility into AI GTM performance, market opportunities, risks, and priorities
- Preserve the confidentiality, integrity, and availability of Granicus information assets
- Ensure employee and customer data privacy and complete required privacy training
Requirements:
- 12+ years of experience in enterprise technology, SaaS, AI, technical sales, or go-to-market leadership, including significant senior leadership experience
- Demonstrated success building and scaling go-to-market motions for emerging or rapidly evolving technologies
- Proven ability to drive pipeline, revenue growth, and complex enterprise sales outcomes
- Experience leading technical pre-sales, solution advisory, solution architecture, value engineering, or similar customer-facing teams
- Strong understanding of AI and emerging technologies with the ability to translate technical capabilities into differentiated customer and business value
- Strong executive presence and experience engaging senior customer and internal stakeholders
- Demonstrated ability to lead effectively across functions and influence teams outside of direct reporting relationships
- Strong analytical, operational, communication, and leadership skills
- Experience in enterprise B2B SaaS, AI, and digital transformation
- Experience selling to government or other highly regulated industries
- Familiarity with public-sector procurement, security, privacy, and technology adoption considerations
- Experience operating in both 0-to-1 and scale environments
- Familiarity with enterprise sales methodologies such as MEDDPICC, Challenger, or Command of the Message
- Bachelor's degree or equivalent professional experience; advanced degree preferred
- Responsible for appropriately preserving the Confidentiality, Integrity, and Availability of Granicus information assets
- Responsible for ensuring data privacy and completing required privacy training
Benefits:
- Flexible Time Off
- Company-Wide Wellbeing Days
- Work From Home Reimbursement
- Multiple Health Plan Options, including a 100% employer-paid plan
- Employer HSA Contributions when enrolled in a High-Deductible Health Plan
- Fitness Reimbursement Program
- On-Demand Mental Health Support, including 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 with 100% employer-paid coverage
- Online Learning Platforms
- Competitive Salary & Bonuses
- Remote-first work environment
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