SLED Account Executive - Utilities

Granicus

9d•Remote

About The Position

Serving the People Who Serve the People Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn. Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe. Want to know more? See more of what we do here. Job Summary The Account Executive will drive revenue growth by helping special district governments (utilities, power/energy agencies, public utility districts, coops, and other specialized agencies) modernize how they serve their communities. This hunter-farmer hybrid role combines new business development with strategic account expansion across a defined territory.You'll navigate complex, multi-stakeholder sales cycles (typically 6-18 months) with deal sizes ranging from $10K-$250K+ ARR. Success requires consultative selling, strong discovery skills, and the ability to build consensus among elected boards, administrators, and department heads.This role sits within our Local Government Sales Team with full support from customer success, solution consultants, marketing, product, and implementation teams. What makes this role different: This isn't municipal sales where you're selling to a single city manager. Special districts have elected boards, limited budgets, and unique governance structures. The timelines are incredibly diverse, but the deals are stickier, the mission is real, and you're building something new. If you want to be the expert in an underserved market with strong support, let's talk. Why This Role, Why Now You're building a defined territory in an underserved market (special districts) with massive TAM Granicus's 25-year track record and 5,500-agency+ install base provide instant credibility and referral access You'll be among the first AEs focused exclusively on special districts—ground floor opportunity to define the playbook Growth potential to Senior AE or sales leadership as this segment scales Compensation & Team Performance OTE: $130-170K+ OTE (base $65-85K + uncapped commission) Year-one realistic range: $100-150K Top performers on the team earned $180+ in 2025 Team achieved 113% of quota in 2024 and 2025 (P-Club!!) Average deal size growing 13% year-over-year Monthly commissions on new and expansion revenue

Requirements

3-5+ years of SaaS or complex B2B sales with consistent quota attainment ($300K-$1M+ annually)
Experience managing deals $50K-$250K with 6-18 month sales cycles involving multiple stakeholders
Strong discovery and consultative selling skills - you uncover needs beyond the initial request and connect solutions to broader operational outcomes
CRM discipline—Salesforce is your system of record; your pipeline forecasts within 10% accuracy
Comfort engaging stakeholders at all levels - from technical staff to C-suite, department heads, and elected boards

Nice To Haves

Government/public sector sales experience, platform selling, or procurement process navigation valued but not required—we prioritize strong SaaS fundamentals and coachability
Strategic patience—you use long sales cycles to build relationships and expand opportunities rather than fighting the timeline
Teaching ability—you make complex solutions accessible and help buyers see possibilities they hadn't considered
Political savvy—you read room dynamics, build consensus, and navigate competing priorities without getting entangled
Mission alignment—you respect public service and find genuine satisfaction in community impact
Entrepreneurial ownership—you manage your territory like it's your business

Responsibilities

Identify and penetrate high-potential districts across your territory using prospecting, association engagement, and referrals from Granicus' 5,500-agency customer base
Maintain consistent daily rhythms: prospecting calls, pipeline reviews, deal progression activities—the daily discipline that separates top performers from the rest
Lead complete sales cycles (6-18 months) from cold outreach to close, managing 5+ stakeholders with competing priorities on most deals
Conduct value-based discovery that quantifies business impact, uncovers operational challenges beyond the initial request, and builds a compelling business case for change
Orchestrate compelling product demonstrations with solution consultants—you own the meeting structure, stakeholder engagement, and ensuring the demo addresses each buyer's priorities
Navigate procurement requirements, board approvals, and committee decision processes unique to special districts
Build a referral engine within the special districts community through conference participation and trusted advisor relationships
Execute with discipline: meet activity metrics, forecast accurately, leverage 1:1 weekly coaching and solution consultant support on all qualified opportunities

Benefits

Flexibility & Balance
Flexible Time Off – Take the time you need to rest, recharge, and live your life.
Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
Work From Home Reimbursement – Support a productive home office environment.
Health & Wellness
Multiple Health Plan Options – Including a 100% employer-paid plan.
Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
Fitness Reimbursement Program – Stay active, your way.
On-Demand Mental Health Support – Access to Headspace and other wellness tools.
Family & Future
Paid Parental Leave – For both birthing and non-birthing parents.
Traditional & Roth 401(k) – With a generous company match.
Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
Growth & Recognition
Online Learning Platforms – Fuel your professional development.
Competitive Salary & Bonuses – Your contributions are valued and rewarded.