Director - Presales Operations

Granicus•Remote,

3d•$120,000 - $166,000•Remote

About The Position

This role is responsible for leading a defined segment of the Presales organization, driving consistent execution across Solution Consulting, Solution Architecture, and Proposal Management to support revenue growth and improve win rates. This role translates Presales strategy into execution—owning how work gets done, raising the quality bar, and identifying what the function needs next to scale. You are both an operator and a builder: improving today’s performance while shaping future capabilities.

Requirements

8–12+ years of experience in Presales, Solution Consulting, Solution Architecture, or related roles
3–5+ years of leadership experience managing teams or managers
Proven ability to lead complex deal execution and improve outcomes
Strong understanding of SaaS sales cycles and solution-based selling
Experience building processes, teams, or new presales capabilities
Strong communication, coaching, and cross-functional leadership skills
Experience working with public sector or government customers preferred
Ability to operate effectively in a fast-paced, high-growth environment
Comfortable and professional when interacting with clients, onsite staffing, and representing Granicus to the general public
Experience working with international and virtual teams
An ability to work well in a fast-paced environment where functioning autonomously and collaborating as part of a team are equally important

Responsibilities

Partner with Sales leadership to drive pipeline progression, prioritize deals, and ensure effective technical coverage
Engage directly on high-value or high-risk opportunities to improve win probability
Sit in on discovery calls, solution design sessions, demos, and proposal reviews to observe execution quality and identify patterns
Define and reinforce what “great” looks like across presales through coaching, modeling, and feedback
Lead and develop managers and/or senior individual contributors across Solution Consulting, Solution Architecture, and Proposal Management
Manage capacity, coverage, and resource alignment to meet pipeline demands
Design and improve presales workflows including discovery, qualification, solution design, and handoffs
Establish and enforce standards for solution design quality, documentation, and proposal alignment
Own enablement content and delivery, including training programs, onboarding, and playbooks tied to real execution gaps
Identify gaps in skills, capacity, and role coverage and inform hiring profiles and workforce planning
Support development planning and performance improvement across the team
Pilot and scale tools that improve presales execution, including AI-driven workflows and demo/proposal platforms
Drive adoption of systems and tools that improve efficiency, quality, and consistency
Build business cases, define operating models, and stand up new functions as needed
Define and track key performance metrics such as win rate, cycle time, and solution quality