Account Executive - New Logo - Northeast

Granicus•Remote,

3d•$75,000 - $85,000•Remote

About The Position

Granicus is hiring a Small-Medium Government Account Executive to join our team! We are looking for a driven, customer-centric sales professional located in the Northeast with a technology sales background in local government to expand our market presence through net-new logo acquisition and revenue growth. Candidates must have a proven track record of successfully prospecting, developing pipeline, and closing new business across a large geographical region. This is a hunter-focused individual contributor role that requires a high degree of autonomy, outbound activity, territory development, and attention to detail.

Requirements

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
Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives
Proficient with MS Office product suites
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

Nice To Haves

Previous experience with government is a plus
Experience using Salesforce.com is a plus, but not required

Responsibilities

Drive net-new logo acquisition, generate qualified pipeline, 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, including strategic prospecting, territory development, opportunity creation, pipeline management, revenue forecasting, and contract negotiation.
Proactively identify, target, and engage high-value prospects through outbound prospecting efforts including cold outreach, networking, referrals, and industry events.
Actively pursue and convert both self-generated and marketing-generated leads, maintaining a relentless focus on creating and advancing new opportunities.
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.
Consistently build and maintain a healthy pipeline of net-new business opportunities sufficient to exceed quota expectations.
Demonstrate a hunter mentality by uncovering competitive replacement opportunities, penetrating white-space accounts, and creating demand where none previously existed.