Director, Sales - Government Special Districts

Granicus•Denver, CO

1d•$135,000 - $160,000•Remote

About The Position

Granicus is a GovTech company focused on transforming the industry by connecting governments and constituents. They offer cloud-based solutions for communications, website design, meeting and agenda management, records management, and digital services. Granicus aims to empower stronger relationships between government and residents, simplifying interactions and disseminating critical information. The Special Districts team is at an inflection point, with a fully staffed, specialized team and an expanded product portfolio. The market is underpenetrated, and the company is seeking a Director to accelerate the team's performance. This role involves selling Granicus' solutions to special purpose government agencies nationwide, specifically within Community Services (Transit, transportation, MPOs, COGs, airports, ports) and Utilities (Water, power, energy, broadband). This niche market requires deep expertise, consultative selling, and patience with government procurement. The Director will report to the Senior Director of SMG West and will be responsible for leading a team of seven Account Executives. The role emphasizes coaching, developing strategic thinkers, and fostering a culture of insight-led, outcome-driven sales.

Requirements

Passion for the government technology space and an understanding of how digital solutions change public agency service delivery.
Experience leading 6–8 quota-carrying Account Executives through complex, multi-stakeholder SaaS sales cycles in the public sector, ideally with agencies outside the traditional city/county/state model.
A coaching philosophy that develops strategic thinkers, not order-takers.
Fluency in value selling and MEDDICC or a similarly rigorous qualification framework, with the discipline to enforce it.
Ability to run two vertical pods simultaneously, each with its own buyer profile, procurement calendar, and competitive landscape.
Proven experience partnering with BDRs, Solution Consultants, and Marketing to build integrated pipeline motions.
A data-forward operating style; knowing your numbers and ensuring your team knows theirs.
Comfort navigating government procurement complexity (RFPs, board approvals, co-op contracts) without flinching or over-escalating.
High energy and low ego; celebrating team wins and being direct and constructive when changes are needed.
Genuine excitement about Granicus's mission and impact.

Nice To Haves

Selling or leading sales into government agencies with an understanding of the unique differences from commercial SaaS.
Experience selling to Special Districts (Utilities, Transit, Community Services).

Responsibilities

Own the number and deliver consistent quota attainment across both pods with accurate forecasting.
Build and maintain 3–4x pipeline coverage, enforce stage discipline, and surface risk before it becomes a miss.
Develop sellers who think strategically, quantify constituent impact, lead with market insights, and navigate complex stakeholder environments.
Manage both Community Services and Utilities pods with equal depth through structured coaching, deal reviews, and conversation intelligence-informed development.
Partner with BDRs, Solution Consultants, and Segment Marketing to develop vertical-specific prospecting motions and messaging.
Coach the team to move government buyers forward with confidence and discipline through complex procurement processes (RFPs, board approvals, co-op agreements, multi-year budget cycles).
Translate field intelligence (challenges, competitive alternatives, procurement barriers) into input for product, marketing, and senior leadership.
Protect and model the Special Districts Team's culture of consistency, curiosity, honesty, and collaboration, while challenging it to grow.