Director, Sales - California

Granicus•Remote,

13h•$125,000 - $165,000•Remote

About The Position

We are seeking a dynamic and strategic Sales Director to lead a high-performing team of Account Executives focused on selling innovative technology solutions to Local Government agencies. This role is pivotal in driving revenue growth, expanding market share, and deepening relationships within the public sector. The ideal candidate will bring a strong understanding of the government technology landscape, particularly at the local level, and possess proven leadership experience in managing sales teams. You will be responsible for setting sales strategies, coaching and developing your team, and ensuring consistent execution against targets. As Sales Director, you will be the driving force behind our success in the local government technology market. You will lead a team of Account Executives to consistently exceed revenue targets by delivering financial results through accurate forecasting, budget planning, and proactive variance management. You will build a high-performing team by recruiting, developing, and retaining top sales talent, while fostering a culture of accountability, coaching, and continuous improvement. You will execute operational excellence by contributing market insights to strategic planning, resolving challenges swiftly, and implementing scalable sales systems and processes. You will align with national goals by setting clear sales objectives and quotas that support broader organizational priorities. You will expand our white space through strategic account planning, vertical marketing tactics, and deep relationship-building with key stakeholders in local agencies. You will influence product strategy by identifying platform opportunities and surfacing customer needs and competitive trends. You will stay ahead of the curve by continuously developing your expertise and sharing insights across the organization. You will drive business unit success by consistently meeting and exceeding quarterly quota targets. You will be known for your confidence, competitiveness, and tenacity. Your ability to manage a team of 6–10 sellers handling complex $25K+ deals, while juggling multiple priorities in a fast-paced environment, will be key to scaling our presence in the local market. Your leadership will empower your team to prospect effectively, execute account plans, and deliver results that matter.

Requirements

A passion for building and leading high-performing sales teams and driving results in the government technology space.
Experience managing 6–10 Account Executives and coaching them through complex $25K+ deals.
Experience leading and building high performing, new logo sales teams
A strategic mindset for account planning, quota setting, and pipeline management across diverse local agency opportunities.
A knack for balancing forecasting, budgeting, and corrective actions to meet financial goals.
Proven success in recruiting, developing, and retaining top sales talent, while fostering a culture of accountability and growth.
The ability to juggle multiple priorities in a fast-paced environment with confidence and flexibility.
A data-driven approach to sales operations, including trend analysis, process improvement, and change implementation.
A customer-first attitude, with a focus on expanding relationships, identifying new opportunities, and influencing product direction.
A commitment to continuous learning, staying current on industry trends, and sharing insights across the organization.
A competitive spirit, goal-oriented mindset, and the tenacity to exceed quarterly targets and scale impact across the local market.

Responsibilities

Delivering financial results through accurate forecasting, budget planning, and proactive variance management.
Building a high-performing team by recruiting, developing, and retaining top sales talent, while fostering a culture of accountability, coaching, and continuous improvement.
Executing operational excellence by contributing market insights to strategic planning, resolving challenges swiftly, and implementing scalable sales systems and processes.
Aligning with national goals by setting clear sales objectives and quotas that support broader organizational priorities.
Expanding our white space through strategic account planning, vertical marketing tactics, and deep relationship-building with key stakeholders in local agencies.
Influencing product strategy by identifying platform opportunities and surfacing customer needs and competitive trends.
Staying ahead of the curve by continuously developing your expertise and sharing insights across the organization.
Driving business unit success by consistently meeting and exceeding quarterly quota targets.