Granicus

• Develop, grow, and manage strategic customer relationships. • Create and deliver effective presentations and proposals to address the specific needs of a customer or prospect. • Work with customers to identify and align programs, agency, or mission objectives to improve CX outcomes. • Design & deliver strategic program reviews to infuse CX subject matter expertise and develop relationships with agency’s executive stakeholders. • Identify and develop customer engagement and recognition opportunities. • Drive organic growth by leveraging our current book of business and relationships.

• Directly manage a team of 8-12 BDRs • Conduct weekly 1:1s with direct reports to ensure they are achieving activity & meeting goals and focused on the right campaigns • Strategically manage your team to ensure you hit quarterly marketing MCM goals • Strategically manage team leads to enable them to coach team members • Take part in annual planning reviews with marketing leadership • Identify areas of coaching/training for your team members and help with professional development and career paths. • Lead weekly team meetings and conduct regular coaching sessions to develop messaging, teach new skills, and gauge the effectiveness of ongoing campaigns • Meet regularly with sales reps and managers to make sure the team is meeting sales expectations and to understand their strategy. • Develop talk tracks and email cadences for inbound and outbound campaigns in SalesLoft. • Leverage SFDC reporting and SalesLoft analytics to monitor team performance and identify trends to help make improvements to the team.

Title: Account Executive - MN, ND, SD, NE, KS Location: Remote, United States Department: Sales 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 Granicus is hiring a Small-Medium Government Account Executive to join our team! We are looking for a professional, customer-centric sales person with a technology sales background in local government to grow our business and number of customers. Candidates must have previous experience successfully prospecting over a large geographical region. This is an individual contributor sales position that requires a high degree of autonomy, activity, and attention to detail. A video from the hiring manager is linked here. What Your Impact Will Look Like - Drive sales generation and foster market expansion within the designated territory. - Collaborate closely with the Marketing Team to ensure a robust lead pipeline and effective lead nurturing. - Craft and communicate compelling value propositions to prospective clients, highlighting the unique benefits of our solutions. - Facilitate collaborative selling opportunities with partners, leveraging synergies to maximize sales potential. - Lead pursuit teams for larger-scale opportunities, orchestrating efforts for comprehensive client engagement. - Guide and educate prospects through the purchasing journey, providing insights and assistance as needed. - Develop and execute a comprehensive sales plan aimed at surpassing predefined sales targets. - Gain deep insight into intricate customer requirements across operational, business, and technical domains, tailoring solutions accordingly. - Independently create and deliver customized presentations on Granicus, showcasing its potential to revolutionize public engagement strategies. - Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals. - Oversee all aspects of sales activities within the assigned territory, from prospecting and tracking to opportunity management, revenue forecasting, and contract negotiation. - Actively pursue leads generated through personal efforts and marketing initiatives, ensuring no opportunity is left untapped. - Assist in formulating sales strategies in collaboration with the management team, drawing on market insights and client feedback. - Maintain meticulous documentation of all interactions, activities, and correspondence in our Salesforce CRM system. - Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, providing comprehensive insights into sales performance and market trends. - 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 - Effective Prospecting and Opportunity Closure: Demonstrates a track record of successfully identifying and nurturing sales leads through both direct outreach and in-person engagements, culminating in the successful closure of opportunities. - Proficient in CRM Utilization: Proficiently utilizes customer relationship management software to efficiently track leads, manage opportunities, and streamline sales processes, ensuring effective follow-up and nurturing of prospects. - Adaptability in Fast-Paced Environments: Thrives in dynamic, fast-paced environments, adept at managing multiple tasks and priorities under tight deadlines to maximize sales productivity and responsiveness to client needs. - Client-Centric Problem-Solving: Possesses a genuine passion for helping clients overcome challenges, employing exceptional problem-solving skills to tailor solutions that address their specific pain points and drive value. - Solution-Oriented Sales Approach: Executes sales processes within a solution-oriented framework, focusing on building strong relationships with clients and delivering persuasive oral and written communication to effectively communicate value propositions and drive sales outcomes. - Utilization of Technology for Sales Enhancement: Comfortable and experienced in leveraging technology tools and platforms to enhance sales effectiveness, utilizing digital resources to streamline processes, gather insights, and drive engagement with prospects. - Navigating Complex Sales Environments: Skilled in navigating committee-driven sales environments characterized by multiple stakeholders and decision-makers, adept at building consensus and overcoming objections to drive successful sales outcomes. - Influencing Abilities and Persuasive Communication: Capable of effectively persuading and influencing potential clients to consider our solutions, using compelling arguments and persuasive communication techniques to close deals. - Interpersonal Effectiveness and Collaborative Relationship-Building: Skilled in building strong, trust-based relationships with clients and internal teams alike, fostering collaboration and cooperation to drive successful sales outcomes. - Forward-Thinking and Strategic Mindset: Possesses a forward-thinking approach and strategic mindset, able to anticipate market trends and client needs to proactively tailor sales strategies for long-term success. - Strong Customer Orientation and Result Orientation: Demonstrates a deep commitment to understanding and meeting customer needs, coupled with a relentless focus on achieving sales targets and delivering measurable results. - Business Acumen: Exhibits a strong understanding of business principles and market dynamics, leveraging this knowledge to identify opportunities, mitigate risks, and make informed decisions that contribute to sales growth and profitability. Pay Range USD $60,000.00 - 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.

• Recruit, hire, and train high-performing technical support teams across global locations • Oversee support delivery for one or more product suites, ensuring contractual coverage • Foster a culture of inclusion, growth, and accountability within the team • Conduct performance reviews and manage incentive plans, coaching both top and underperforming staff • Lead strategic improvement initiatives and collaborate across teams for broader rollout • Manage time-critical communications for incidents, maintenance, and releases • Drive performance against KPIs including response time, resolution time, and customer satisfaction • Own senior-level client escalations and support the team in de-escalating complex situations • Support integration of new acquisitions into standard support processes • Identify reporting needs and partner with Business Systems to deliver accurate insights • Ensure timely updates to internal and external documentation and training materials • Serve as on-call Client Communications Manager during critical incidents (rotational) • Collaborate with technical stakeholders to minimize customer impact during maintenance

• Design, review, and execute test plans, test cases, and test scenarios for web-based SaaS applications • Develop and maintain UI automation frameworks and tests using Playwright • Perform performance testing (load, stress, endurance) and analyze bottlenecks • Create and maintain JMeter test scripts, reports, and performance benchmarks • Integrate automated tests into CI/CD pipelines • Collaborate with developers to shift-left testing and improve test coverage • Analyze defects, provide clear root-cause insights, and validate fixes • Ensure non-functional requirements (performance, scalability, reliability) are met • Contribute to test metrics, quality dashboards, and release sign-off decisions

• Lead a team of technical resources (focused on technical implementation, quality assurance, and solutions architecture) to identify opportunities, to implement automated processes, and to refine delivery process. • Serve as an advisor to the customer as they improve their online processes – keeping the citizen experience top-of-mind at every turn. • Identify, develop and implement ways to disrupt the market with innovative solutions. • Continuously refine and improve the way our team delivers digital solutions to our growing customer base. • Identify areas for improvement using data/metrics and implement action plans to address trending issues. • Written and verbal correspondence with clients, serving as a point of escalation as required. • Issue investigation and remediation. • Serve as a champion for agile development. • Lead/mentor and coach staff members. • Look for opportunities to scale efficiencies and new ways of working across multiple projects and markets. • Advocate and evangelize "best practices" and AI development to ensure technical team is providing long term success and value for Granicus clients. • Oversee the execution, delivery, reporting and contract compliance for the technical delivery of implementation projects in the digital services portfolio. • Serve as an innovator and a change champion to strengthen the value and expand Implementation Service offerings. • Maintain proactive data driven approach to executing customer initiatives, anticipating needs, and guiding decisions that have a net positive impact to Granicus. • Develop and foster a consultative approach for the delivery of Digital Services, with Organizational Change Management at the core of each delivery. • Work closely with partner teams; drive business development initiatives through thought leadership; provide portfolio guidance and oversight; and meet and exceed customer satisfaction targets. • Provide feedback to sales, support and success on project activities in retrospective sessions to adjust proposal and process changes. • Work directly with Implementation Services leadership to scope service offerings into proposals. • Participate in client escalation meeting in support of junior technical team members, as required.

• Delivering financial results through accurate forecasting, budget planning, and proactive variance management. • Building a high-performing team by recruiting, developing, and retaining top sales talent, while fostering a culture of accountability, coaching, and continuous improvement. • Executing operational excellence by contributing market insights to strategic planning, resolving challenges swiftly, and implementing scalable sales systems and processes. • Aligning with national goals by setting clear sales objectives and quotas that support broader organizational priorities. • Expanding our customer base through strategic account planning, vertical marketing tactics, and deep relationship-building with key stakeholders in state agencies. • Influencing product strategy by identifying platform opportunities and surfacing customer needs and competitive trends. • Staying ahead of the curve by continuously developing your expertise and sharing insights across the organization. • Driving business unit success by consistently meeting and exceeding quarterly quota targets.

• Own Granicus’ Website as a Growth Platform • Lead the strategy, architecture, and ongoing optimization of Granicus’ global website. • Ensure the website clearly communicates Granicus’ platform value and converts traffic into qualified pipeline. • Responsibilities include: • Website structure, navigation, and information architecture • Page hierarchy, internal linking, and user flow optimization • Landing page strategy and development • Conversion path design and optimization • CMS ownership and governance • Site speed, performance, and technical health • Mobile responsiveness and accessibility compliance • Lead UX/UI and Digital Experience Design • Ensure Granicus delivers a best-in-class digital experience aligned to modern SaaS standards. • Responsibilities include: • UX strategy and user journey optimization • UI design oversight and design system governance • Conversion-focused page design and layout • Continuous usability testing and improvement • Buyer journey mapping across digital touchpoints • Own Paid Media and Digital Traffic Acquisition • Lead strategy and execution for digital traffic generation. • Ensure traffic acquisition aligns to pipeline and revenue objectives—not vanity metrics. • Responsibilities include: • Paid search • Paid social • Display and retargeting • Digital campaign landing page alignment • Media agency management (if applicable) • Traffic quality and efficiency optimization • Own Web Analytics, Digital Performance, and Conversion Optimization • Establish Granicus’ digital performance measurement framework and optimization roadmap. • Translate performance insights into actionable optimization initiatives. • Responsibilities include: • Website analytics ownership (Google Analytics, Adobe, etc.) • Conversion rate optimization strategy • Funnel performance analysis • Traffic source performance tracking • Digital attribution and reporting • A/B and multivariate testing programs • Continuous experimentation roadmap • Own Digital Infrastructure and Martech Integration • Ensure Granicus’ website and digital systems operate as a modern, integrated growth platform. • Responsibilities include: • CMS platform ownership • Integration with CRM, marketing automation, and analytics platforms • Tag management and tracking infrastructure • Technical SEO foundation and optimization • Data integrity and performance tracking accuracy

• Lead a specialized team of seven Account Executives selling Granicus' solutions to special purpose government agencies nationwide. • 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. • Manage both Community Services and Utilities pods, each with different buyers and procurement dynamics. • Partner with BDRs, Solution Consultants, and Segment Marketing to develop vertical-specific prospecting motions and messaging. • Translate the field insights into organizational intelligence for product, marketing, and senior leadership.

• Stay knowledgeable on government buying, competitive landscapes, and emerging digital government needs. • Curate and maintain a library of enablement assets—guides, workflows, process documents, certifications, and job aids. • Translate complex product information into clear, digestible resources for frontline teams to drive deeper knowledge of what we sell and why it matters. • Partner with product teams to ensure post‑sales teams understand new releases, roadmap shifts, and technical capabilities. • Partner with leadership and use data analysis to identify skill gaps, streamline processes, ensure consistent customer experience, and drive expansion and growth. • Collaborate with Implementation, Support, and Product to ensure training reflects operational needs and evolving customer challenges. • Track enablement effectiveness through assessments, certifications, quality audits, CSAT trends, program metrics, and Experience Partner impact stories. • Facilitate live training workshops, virtual sessions, and small‑group coaching. • Serve as a trusted advisor to post‑sales leadership on enablement strategy and talent readiness. • Engage in structured call listening and call coaching programs, one-to-one coaching, and training to support initiatives, as applicable. • Build structured, competency-based enablement pathways for CSCs and Experience Partners, aligned to customer lifecycle stages and outcome delivery. • Develop a standardized playbook for Customer Success Consultants and a toolkit for Experience Partners to address common government customer challenges.