Director - AI Solutions Advisors

Granicus • Remote,

1d • $200,000 - $215,000 • Remote

About The Position

We are hiring a Director of AI Go-to-Market Strategy to build and lead a team of AI Advisors focused on creating demand for high-impact AI solutions in the public sector. This leader will bring new solutions to market, develop a repeatable value-selling motion, and operate as a player-coach for a team of AI Advisors who partner with Account Executives to qualify opportunities and move them through the sales process. This role requires strong execution in ambiguous environments, close cross-functional partnership, and a proven ability to turn customer and field insights into sharper positioning, stronger go-to-market execution, and product-market fit improvements. The team will support 8-figure pipeline growth and lead 8 to 10 individual contributors focused on complex, multi-stakeholder public sector opportunities involving procurement, risk, governance, and change management.

Requirements

• 5-10 years of experience in public sector sales as an IC with a focus on SaaS, Data, Cloud or other enterprise solutions
• 3-5 years of experience in sales leadership managing a team with strong quota attainment
• Significant, demonstrated public sector enterprise sales experience, including procurement cycles, multi-stakeholder decisioning, and government change management dynamics.
• Proven success taking new solutions to market (0→1 or major new product line/segment launch).
• Demonstrated ability to build and lead high-performing enterprise sales teams (ideally 5+ sellers).
• Strong track record of forecast accuracy and pipeline operating rigor.
• Expertise in value selling and coaching through structured deal reviews; ability to teach ROI and outcome-based selling.
• Comfort operating as player/coach, engaging strategically in the field to close complex deals.

Nice To Haves

• Experience selling AI, automation, workflow transformation, or platform capabilities into government agencies.
• Familiarity with value engineering approaches: quantifying outcomes and turning discovery into measurable business cases.

Responsibilities

• Build, Lead, and Scale a High-Performing AI Advisor Team: Recruit, onboard, and develop a team of 8-10 AI Advisors, setting clear expectations for demand generation/prospecting, qualification, and disciplined execution.
• Establish operating rhythms that drive performance: connected calls/weekly meetings, pipeline inspection, and deal reviews tied to stage progression and clear exit criteria.
• Create a culture of rigorous coaching and high accountability—measured by conversion, win-rate, cycle time, and forecast accuracy.
• Be a Player/Coach: Strategic Field Engagement to Win Big Deals: Personally engage on the most strategic opportunities (exec alignment, negotiation strategy, procurement pathing, risk/governance alignment, and close plans).
• Model consultative leadership in the field—demonstrating how to sell outcomes, not features, and how to align cross-functional stakeholders in government environments (IT, program leaders, comms, operations, unions, etc.).
• Support deals that require deep value articulation: ROI, cost-to-serve reduction, staff efficiency, measurable outcomes, and adoption.
• Build a Repeatable Value-Selling Motion (with Deal Reviews as the Coaching Engine): Implement the Granicus AI value selling framework that makes business impact explicit (cost savings, deflection, staff efficiency, program outcomes, satisfaction).
• Lead structured deal reviews that teach AI Advisors to: Quantify economic value and operational impact, Navigate risk/governance and stakeholder alignment, Build mutual plans with procurement realities, Clarify “why now” and urgency (a known failure mode in complex sales).
• Run Autonomous Enablement Programs (Sales Excellence at Scale): Design and operate enablement that can run “semi-autonomously” through standardized systems: playbooks, call scripts, discovery guides, mutual plans, proposal templates, and win/loss loops.
• Execute targeted GTM campaigns in measurable sprints (e.g., 6-week vertical sprints with leading indicators like meeting volume, stage conversion, and weekly pipeline creation).
• Ensure enablement is not “training”—it’s ongoing performance improvement tied to real pipeline, real deals, and real coaching.
• Drive Product-Market Fit via Tight Feedback Loops Across the Org: Lead key account identification and partner with marketing to drive targeted ABM campaigns to open key verticals and build, test, measure programs to drive significant AE and Marketing generated pipeline.
• Operate as a “field-to-factory” leader: create durable feedback loops across Product Marketing, Segment Marketing, Product Management, and Sales Ops to improve positioning, packaging, roadmap clarity, and sellability.
• Translate market signal into action: what’s blocking deals, what proof points are missing, what must be clarified, and what should be prioritized to improve desirability/feasibility/viability.

Benefits

• Flexible Time Off
• Company-Wide Wellbeing Days
• Work From Home Reimbursement
• Multiple Health Plan Options
• Employer HSA Contributions
• Fitness Reimbursement Program
• On-Demand Mental Health Support
• Paid Parental Leave
• Traditional & Roth 401(k) with a generous company match
• Life & AD&D Insurance
• Online Learning Platforms
• Competitive Salary & Bonuses

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed