Director - Federal Sales

Granicus•Remote,

1d•$145,000 - $170,000•Remote

About The Position

The Director, Federal Sales owns account strategy, business development, and sales execution for Federal accounts, including military services, combatant commands, defense agencies, and installations. The Director builds and leads a team of quota-carrying Account Executives, with an emphasis on pipeline development, new-customer acquisition, and enterprise expansion. The role combines strategic account leadership with hands-on sales execution. It involves building senior civilian and military customer relationships, identifying funded priorities, coaching sellers through complex defense opportunities, and activating partners to advance pursuits from discovery through contract award and customer adoption. Success requires a deep understanding of defense organizations, mission needs, funding cycles, acquisition pathways, and technology buying decisions. The Director connects Granicus digital communications, engagement, and experience solutions to outcomes such as improved installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation. The Director is accountable for Federal account bookings and revenue attainment, qualified pipeline, strategic account penetration, new-customer acquisition, expansion, forecast accuracy, account retention, and sales-team development. The position develops account plans that connect installation- and program-level opportunities to broader command, service, and department-level growth. Performance is measured by bookings and revenue, pipeline growth, account penetration and expansion, partner-generated opportunities, forecast accuracy, contract awards, customer adoption, and agreed customer outcomes.

Requirements

At least 8 years of enterprise SaaS, government technology, defense technology, or B2G sales experience, with demonstrated success developing and closing complex opportunities in the Department of Defense and broader Federal market.
At least 3 years of people leadership experience managing quota-carrying sales professionals and delivering measurable sales performance.
Proven success building and scaling new-logo acquisition strategies, expanding strategic accounts, and driving revenue growth.
Deep understanding of defense funding, acquisition, and procurement processes, including experience with Federal contract vehicles such as GSA Schedules, GWACs, IDIQs, BPAs, SEWP, or OTAs.
Strong strategic account planning, territory management, pipeline development, forecasting, and financial management capabilities.
Experience leading complex, multi-stakeholder sales cycles involving senior military, civilian, technology, acquisition, and contracting leaders.
Demonstrated success recruiting, coaching, developing, and retaining high-performing sales talent.
Experience building and managing relationships with systems integrators, channel partners, resellers, and technology partners.
Strong executive presence, business acumen, communication, negotiation, and relationship management skills.
Proficiency with Salesforce or comparable CRM and sales analytics platforms.
Bachelor's degree or equivalent combination of education and relevant professional experience.
Ability to travel domestically approximately 50% of the time.

Nice To Haves

Prior military, defense civilian, or defense-industry leadership experience relevant to the account; specific military rank or Senior Executive Service status is not required.
Established relationships with defense program, technology, public affairs, personnel, installation, or acquisition organizations.
Experience building or significantly scaling a defense technology account or territory, including expanding installation- or program-level deployments into service- or department-level opportunities.
Experience working with major Federal systems integrators and channel partners.
Experience with government digital communications, customer experience, engagement, or comparable technology platforms.
Ability to distinguish current product authorizations from customer-specific defense security requirements and coordinate validation before making commitments.

Responsibilities

Develop and execute integrated Federal department-level account strategies with service-, command-, agency-, and installation-level plans; identify priority programs, budget owners, decision-makers, competitive alternatives, acquisition pathways, and opportunities.
Own quarterly and annual bookings and revenue targets, balance near-term awards with long-term pipeline development, and maintain accurate forecasts, CRM records, pipeline reviews, and account plans.
Build relationships with senior civilian and military leaders, technology executives, program owners, public affairs teams, personnel organizations, installation leadership, and acquisition stakeholders; serve as executive sponsor for strategic pursuits.
Lead executive briefings and discovery workshops to turn customer challenges into qualified opportunities with identified sponsors, funding, outcomes, acquisition paths, timelines, and next steps.
Develop repeatable sales approaches for installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation, emphasizing measurable customer value.
Expand local deployments into broader program-, command-, service-, and department-level opportunities; develop business cases, map stakeholders, and create repeatable approaches to entering unserved Federal accounts.
Develop pursuit plans addressing stakeholder alignment, funding, procurement strategy, differentiation, pricing, security requirements, risks, and award milestones; coordinate with Legal, Finance, Security, and Sales Operations on acquisition pathways and commitments.
Build joint Federal account plans with systems integrators, resellers, and technology partners, defining responsibilities for customer access, solution development, co-selling, and contract execution.
Recruit, coach, develop, and retain approximately 6–10 quota-carrying Account Executives; align territory coverage, quotas, individual goals, account reviews, and deal coaching with the Federal account strategy.
Coordinate Sales Engineering, Product, implementation specialists, and Customer Success on customer roadmaps, sales-to-delivery transitions, adoption, and customer-agreed measures of value.
Bring customer needs, competitive insights, and validated security requirements into product planning, marketing, messaging, and investment decisions; represent the company at customer briefings, defense-industry events, and partner engagements.
Use market intelligence, customer insights, acquisition trends, and defense modernization initiatives to influence organizational priorities and provide executive recommendations on account investment, territories, partnerships, and growth.
Preserve the confidentiality, integrity, and availability of Granicus information assets in accordance with the company's information security program.
Protect employee and customer data privacy and complete required privacy training in accordance with company policies.

Benefits

Flexible Time Off
Company-Wide Wellbeing Days
Work From Home Reimbursement
Multiple Health Plan Options, including a 100% employer-paid plan
Employer HSA Contributions when enrolled in a High-Deductible Health Plan
Fitness Reimbursement Program
On-Demand Mental Health Support, including access to Headspace and other wellness tools
Paid Parental Leave for birthing and non-birthing parents
Traditional and Roth 401(k) with a company match
Life and AD&D Insurance with 100% employer-paid coverage
Online Learning Platforms
Competitive Salary and Bonuses