Enterprise Account Executive - Mountain States

Granicus•Denver, CO

19h•$110,000 - $150,000•Remote

About The Position

The Granicus State Sales Team is a dynamic, results-driven group charged with driving new revenue in a young and energized Cloud Vertical. Ours is a Team that values individual initiative as well as teamwork. What we do makes a difference. Our products and services improve the efficiency of government and the quality of people’s lives. The Enterprise Account Executive generates subscription sales for our SaaS platform and related services in an assigned territory. State Government includes all government functions, including state agencies, and programs under the Executive, Legislative, and Judicial branches of government.

Requirements

Enjoy creating opportunities from scratch and are energized by prospecting, networking, and opening new doors.
Proven track record of consistently generating your own pipeline, not solely relying on inbound leads.
Comfortable engaging senior executives and initiating strategic business conversations with little prior relationship.
Excel at uncovering customer challenges, identifying root causes, and aligning solutions to desired business outcomes.
Ask thoughtful discovery questions and prefer understanding customer problems before discussing products.
Can translate technical capabilities into meaningful business value for executive stakeholders.
Experience managing complex, multi-stakeholder sales cycles with executive, technical, operational, legal, and procurement participants.
Utilize structured qualification methodologies such as MEDDPICC, SPIN, Challenger, Value Selling, or similar frameworks.
Build mutual action plans and proactively manage risks throughout the buying journey.
Understand how government organizations evaluate, purchase, and implement technology solutions.
Can navigate committee-driven decisions and balance the priorities of diverse stakeholder groups.
Patient, persistent, and skilled at moving opportunities forward through complex procurement processes.
Actively seek coaching and continuously refine your sales skills.
Thrive in an accountable, high-performance culture where pipeline creation, forecast accuracy, and customer outcomes matter.
Highly organized and demonstrate strong operating discipline in CRM management and opportunity planning.
Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.
Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.

Responsibilities

Generate a consistent pipeline of net new opportunities through strategic prospecting, territory planning, referrals, events, and executive outreach.
Build relationships with senior government leaders and uncover strategic initiatives that align to Granicus solutions.
Leverage account research and stakeholder mapping to create opportunities where no active project or budget exists.
Lead outcome-based discovery conversations that uncover business challenges, citizen impact goals, operational inefficiencies, and executive priorities.
Quantify business value and build compelling business cases that align Granicus solutions to measurable customer outcomes.
Connect customer objectives to broader digital transformation, constituent engagement, service delivery, and operational modernization initiatives.
Drive disciplined opportunity qualification through MEDDPICC principles, maintaining clear understanding of metrics, economic buyers, decision criteria, decision processes, and competitive positioning.
Develop and execute account-specific win strategies for complex opportunities with multiple stakeholders and lengthy procurement cycles.
Identify and mitigate deal risks early while establishing clear mutual action plans with customers.
Own territory planning, account prioritization, pipeline health, forecasting accuracy, and revenue attainment.
Build multi-year growth strategies within assigned accounts while expanding Granicus' footprint across agencies and departments.
Facilitate executive-level conversations that advance customer buying decisions rather than product evaluations.
Engage agency leaders, IT executives, communications teams, program owners, and procurement stakeholders throughout the sales cycle.