Principal AI Solutions Advisor

Granicus • Remote,

2d • $185,000 - $200,000 • Remote

About The Position

The Granicus Senior AI Advisor is a sales overlay team that is a dynamic, results-driven group charged with driving new demand and customer buy-in and bookings in our Emerging Technology team focused on AI-native solutions to improve resident experiences and staff efficiency. This 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 Senior AI Advisor generates opportunities for our Government Experience Agent solution and related services in an assigned territory and supports early stage discovery and qualification – working across market segments and verticals in partnership with territory Account Managers and AI value engineers.

Requirements

• 10+ years in government in a senior leadership position with experience guiding technology initiatives or procuring cloud, SaaS or AI solutions and managing complex multi-agency strategic plans, or commensurate experience in public sector management consulting
• Fluent in AI, automation, and agentic concepts; you can hold an informed conversation about where AI fits in a government workflow / from a business perspective without needing to be a deep technologist
• Understanding of various business functions inside local government including, but not limited to utilities, customer service/call center, public records, boards/commissions, agenda and public meetings.
• Strong discovery skills: you ask sharp questions, listen for signal, and translate customer language into business problems and use cases
• Experience operating in a matrixed go-to-market model alongside AEs, BDRs, marketing, and technical specialists
• Proven track record of generating qualified opportunities and partnering with sales – you are measured on a combination of [meetings conducted, opportunities qualified, engagements scoped, and AI bookings]
• Excellent written and verbal communication skills; comfortable presenting to director and executive-level government stakeholders
• Salesforce proficiency and disciplined CRM hygiene

Responsibilities

• Generate $1,000,000 in pipeline annually leveraging professional network, partnerships and relationships from 10+ years experience in government or public sector technology, to generate demand through targeted outreach initiatives in partnership with AI GTM strategy team and demand generation team to prospect ideal customers
• Conduct a high volume of AI discovery calls with public sector prospects and existing Granicus customers
• Leverage AI to identify key customers through budget, council and other publicly available data and build hypotheses to inform high tough, highly strategic converations with senior government officials
• Run structured discovery to identify the customer’s highest-value AI and process automation opportunities
• Partner with BDRs and AEs on early stage discovery, as well as AI Value Engineers on discovery and solutioning phases to compel senior City, County and State leaders to engage in co-development programs with Granicus
• Own opportunity progression from initial conversation through qualified opportunity; partner with AI Process Analysts on continued opportunity progression
• Scope, propose and facilitate targeted pre-sales engagements, including workshops, on-site working sessions, demonstrations, and forward-deployed team pilots
• Maintain disciplined pipeline hygiene in Salesforce, including meeting outcomes, qualification notes, next steps, and accurate stage progression
• Partner with RevOps and Marketing on lead routing, qualification criteria, and feedback loops to improve top-of-funnel quality
• Surface strategic customer patterns such as use cases, objections, and readiness gaps to Product, Product Marketing, and Marketing teams to help sharpen Granicus’ AI solution and GTM strategy
• Collaborate with Account Executives across segments to identify Granicus AI opportunities inside existing customers, as well as prospects, and serve as the AI expert on client-facing calls

Benefits

• Flexible Time Off
• Company-Wide Wellbeing Days
• Work From Home Reimbursement
• Multiple Health Plan Options
• Employer HSA Contributions
• Fitness Reimbursement Program
• On-Demand Mental Health Support
• Paid Parental Leave
• Traditional & Roth 401(k)
• Life & AD&D Insurance
• Online Learning Platforms
• Competitive Salary & Bonuses

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed