Director, Sales - Government Special Districts

Granicus•Denver, CO

23h•Remote

About The Position

The Special Districts team at Granicus is at an inflection point, with a fully staffed, specialized team operating with a defined playbook. The market is underpenetrated, the product portfolio has expanded, and the infrastructure is built. This role is for a Director who can compound the team's performance and accelerate its success. The agencies served by this team are consequential, providing essential services like clean water, reliable power, and community support, and they often operate with lean teams, constrained budgets, and high constituent expectations. This is a niche market that rewards deep expertise, consultative selling, and patience in navigating government procurement. The Sales Director will lead a team of seven Account Executives selling Granicus' solutions to special purpose government agencies nationwide, organized into two vertical pods: Community Services (Transit, transportation agencies, MPOs, COGs, airports, ports, and other community services districts) and Utilities (Water, power, energy, broadband, and utility special districts). The Director reports to the Senior Director of SMG West and is inheriting a team with a strong identity, defined culture, and real expectations, with the goal of raising the ceiling of their performance.

Requirements

Passion for the government technology space and an instinct for how digital solutions change how public agencies serve their communities.
Experience leading 6–8 quota-carrying AEs 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.
Fluency in value selling and MEDDICC or a similarly rigorous qualification framework, and the discipline to enforce it.
The 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 reps know 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, being direct when needed, and constructive about change.
Genuine excitement about Granicus's mission and impact.

Nice To Haves

Experience selling or leading sales into government agencies and understanding the differences from commercial SaaS.
Experience with agencies that operate outside the traditional city/county/state model.

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 the 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 insights about challenges, competitive alternatives, and 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.