Role Description The Account Executive will work within the Local Government (SMG) Sales Team and focus on new cross-sell sales opportunity creation and win. This role is focused on selling to existing client partners at the local municipality and county levels. 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. - Client partnerships include small towns, villages, and cities and counties under 180K population. - Develop a comprehensive sales strategy and business plans to up-sell and cross-sell new products and services to existing client partners within their assigned territory. - Work to identify market trends, best practices, referrals, and new opportunity areas. - Lead all stages of the sales process from lead generation to win/close. - Conduct initial qualification and discovery to determine client's current environment, potential projects, and challenges and goals to determine how Granicus solutions will help them achieve their goals. - Use an engaging and penetrating discovery process to flush out true sales opportunities. - Prepare engaging presentations and demonstrations to groups ranging from 1 to 25 stakeholders. - Build and cultivate relationships both horizontally and vertically through communications and conducting follow-up communications. - Use salesforce.com to track all sales activity properly, keep all contact/lead data accurate, create new opportunities, and move opportunities thru all stages of the sales process from lead to win/close. - Effectively manage your sales funnel and sales forecasting. - Monitor and communicate target market information accurately to management. - Exceed KPIs for daily, weekly, and monthly activity goals for calls, appointments, demonstrations, sales meetings, etc. - Develop deep personal expertise and understanding of company solutions. - Identify opportunities for new solutions or functionality of Granicus software. - Stay current on industry trends and new or innovative approaches. - Participate in selected industry activities, organizations/associations, and trade-shows as needed. - Represent Granicus in a positive manner, foster trust, and reinforce thought leadership. - Other duties as assigned. Qualifications - Proven pattern of success in software sales or highly technical consultative sales to business or government. - Consistent record of outperforming quota in previous field sales position(s). - Successful record of managing a sales funnel with deals valuing between $10-$50K+ of annual recurring revenue. - Strong understanding of information technology and multiple platforms, and the ability to learn new technologies quickly (LAN/WAN, web design, network security, and Audio/Visual technology). - Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives. - Previous experience with government or parliamentary procedure is a plus. - Proficient with MS Office product suites. - Experience using salesforce.com is a plus, but not required. - Exceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skills. - Self-motivated and driven to succeed; takes initiative, willing to go the extra mile. - Ability to problem solve quickly. - Ability to multi-task and work within a team atmosphere. - Clear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trust. - Entrepreneurial spirit. 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.