Account Executive - Remote, United States

The Company · 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 c ...

Job description

The Company

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.

Job Summary

The Account Executive will drive revenue growth by helping special district governments (water, fire, library, parks, transit, and other specialized agencies) modernize how they serve their communities. This hunter-farmer hybrid role combines new business development with strategic account expansion across a defined territory. 

This role isn't for everyone. If you need instant gratification, get frustrated by committee decisions, or prefer transactional sales, this probably isn't your fit.

But if you're energized by building relationships with public servants solving real community problems, if you find satisfaction in becoming a trusted advisor rather than just hitting a number, and if you can balance patience with aggressive pipeline building—you'll find this role uniquely rewarding.

The Account Executive will work within the State and Local Government (SLT) Sales Team. They will be responsible for building a market plan, proactive and intentional outreach, and continue through all phases of the sales process culminating in sales win/close.

This position is supported by an account specialist team, marketing team, solution consulting team, and technical project managers.

Come see the impactful work we've done on communities across the country (and world):

Granicus is a remote first company (this isn't temporary). While we have virtual teams, you have the option for in-office work should you be located near one of our hubs. 

What Your Impact Will Look Like

• Building a Market from the Ground Up
• Becoming the Trusted Advisor Districts Turn To
• Orchestrating Complex Sales in Multi-Stakeholder Environments
• Driving Revenue Through Strategic Territory Development
• Identify and penetrate high-potential districts 
• Develop comprehensive account strategies that map organizational structure, identify champions, understand procurement cycles, and create multi-year expansion roadmaps
• Lead the complete sales cycle: cold outreach through contract signature, including discovery, solution design, demonstration, proposal development, and negotiation
• Generate new pipeline through prospecting, association engagement, referrals, and market research
• Expand existing accounts by identifying cross-sell opportunities as districts' needs evolve and new products launch
• Conduct penetrating discovery that uncovers not just what districts say they need, but what they don't yet know they need—connecting current pain points to broader operational transformation
• Challenge district thinking by introducing best practices from peer districts, market trends they haven't considered, and innovative approaches to longstanding problems
• Deliver compelling demonstrations to groups of 1-25 stakeholders with varying technical sophistication and competing priorities—making complex solutions feel accessible and necessary
• Teach, don't just sell: position yourself as the expert who helps districts understand emerging compliance requirements, changing citizen expectations, and opportunities to operate more effectively
• Manage your territory like a business
• Meet aggressive activity metrics
• Collaborate across teams
• Establishing Credibility in the Special Districts Community
• Develop a referral engine
• Represent Granicus as a thought leader who understands special districts' unique challenges and is invested in their success
• Be prepared to travel approximately 30-40% of the time to engage with clients and prospects effectively.

You Will Love This Job If You Have

• 5+ years of consistent quota overachievement in software or technical sales—we're looking for proof, not potential
• Government sales experience (special districts, municipalities, counties, or public sector)—you understand procurement cycles, multi-stakeholder decisions, and how public agencies buy
• Complex deal management expertise—you've successfully navigated 6-18-month sales cycles with a wide variety of deals ranging from $10K-$250K ARR
• Pipeline discipline—you manage forecasts within 10% accuracy and maintain healthy coverage ratios without being told
• Intellectual curiosity about how things work—you genuinely want to understand district governance, funding mechanisms, and operational challenges (or you're willing to become obsessed with learning)
• Patience with purpose—you recognize that special districts operate on board meeting schedules and budget cycles, and you use longer timelines strategically rather than fighting them
• Political savvy without the politics—you can read room dynamics, navigate competing board member priorities, and build consensus without getting entangled in local politics
• Comfort with ambiguity—every district type is different (water ≠ fire ≠ library), and you enjoy figuring out what matters in each context
• Discovery expertise that uncovers what prospects don't yet know—you ask questions that make people think differently about their challenges
• Executive presence across all levels—equally comfortable presenting to a 3-person district management team or a 9-member elected board
• Teaching ability—you can make complex technology accessible to non-technical audiences and connect features to real operational outcomes
• Demonstration excellence—you've delivered compelling demos to groups of 1-20 or more with varying needs and walked away with clear next steps
• Technology fluency—you understand SaaS business models, cloud infrastructure, integrations, and security well enough to have credible conversations (you don't need to be an engineer, but you can't be intimidated by technical topics)
• Fast learner—you can absorb product knowledge quickly and translate it into value propositions for different district types
• Platform thinking—you see how multiple solutions work together rather than selling point products
• CRM excellence—Salesforce is your system of record, not an administrative burden; your pipeline tells the truth
• Activity consistency—you hit daily and weekly metrics because you understand they're leading indicators, not bureaucracy
• Territory planning—you approach your market strategically, prioritizing high-value districts and building systematic coverage
• Coachability—you seek feedback, implement it quickly, and continuously refine your approach
• Mission alignment—you respect public service and find satisfaction in helping districts serve their communities more effectively
• Entrepreneurial drive—you're building something new and take ownership like it's your business
• Relationship builder—you establish trust quickly and maintain it through follow-through and integrity
• Resilience—you handle "not right now" without losing momentum and see long sales cycles as relationship-building opportunities rather than obstacles

Nice to Have

• Existing relationships within special district associations or communities
• Experience with government procurement processes (RFPs, cooperative contracts, board approvals)
• Knowledge of parliamentary procedure or experience attending public board meetings
• Background in public administration, municipal management, or district operations
• Previous experience selling financial management, engagement, or operational software to government

Pay Range

USD $65, USD $85,000.00 /Yr.

About Us

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.

The Benefits

At Granicus, we offer a comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balance—starting from day one.
Here's what you can expect as a U.S.-based team member:

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.

Health & Wellness

• 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.

Family & Future

• 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.

Growth & Recognition

• 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.