Utilities Account Executive - Texas

Granicus • Dallas, TX

1d • $65,000 - $85,000

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
Drive revenue growth by helping Texas utility and energy agencies modernize how they serve their communities. This hunter-farmer hybrid Account Executive role combines new business development with strategic account expansion across a defined Texas territory, focused exclusively on utilities, municipal utility districts (MUDs), electric cooperatives, water districts, and power/energy agencies. You'll navigate complex, multi-stakeholder sales cycles (typically 6–18 months) with deal sizes ranging from $10K–$250K+ ARR. Success requires value-based selling, strong discovery skills, and the ability to build consensus among elected boards, general managers, 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 selling to a single city manager. Texas utility districts—from electric coops to water authorities to MUDs—have elected boards, rate-payer accountability, and deeply unique governance structures. The sales cycles are complex, 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.

Requirements

• 3-5+ years of consistent quota overachievement in software, technical, or consultative sales—proof, not potential
• Experience selling to government, utilities, or public sector organizations; understanding of procurement cycles and multi-stakeholder decisions
• Complex deal and sales funnel management: successfully navigated 6–18 month sales cycles with deals ranging $10K–$250K ARR
• Texas market knowledge: familiarity with MUDs, PUDs, electric coops, water districts, or similar public utility structures
• CRM excellence: Salesforce is your system of record, not an administrative burden
• Value-based selling discipline: you connect solutions to outcomes, not features
• Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives
• Proficient with MS Office product suites
• Exceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skills
• Clear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trust

Nice To Haves

• Previous experience with government or parliamentary procedure is a plus
• Experience using Salesforce.com is a plus, but not required
• Intellectual curiosity about how things work—you genuinely want to understand district governance, rate structures, and board dynamics
• Patience with purpose: you use longer timelines strategically rather than fighting them
• Political savvy: you can read room dynamics and build consensus without getting entangled in local politics
• Discovery expertise that uncovers what prospects don't yet know they need
• Credibility across all organizational levels—equally comfortable presenting to a district's management team or a 9-member elected board
• Platform thinking: you see how multiple solutions work together rather than selling point products
• Fast learner: you absorb product knowledge quickly and translate it into value propositions for different utility types
• Self-motivated and driven to succeed; takes initiative, willing to go the extra mile

Responsibilities

• Identify market trends, best practices, referrals, and new opportunity areas
• Own the full sales cycle—from prospecting and discovery through demo coordination, proposal, and close—for Texas utility and energy agencies
• Develop a comprehensive sales strategy and business plan to up-sell and cross-sell new products and services to existing client partners within the Texas utility territory
• Build and maintain a pipeline with 3x+ quota coverage; manage forecasts within 10% accuracy in Salesforce
• Lead discovery conversations using value-based selling methodology to uncover operational pain, stakeholder priorities, and budget drivers
• Coordinate and manage all meetings and touchpoints; solution consultants lead product demonstrations for qualified opportunities
• Virtual and face-to-face meetings
• Prepare engaging presentations and demonstrations to groups ranging from 1 to 45+ stakeholders
• Navigate multi-stakeholder deals including general managers, finance directors, IT, and elected boards
• Identify and pursue expansion opportunities within existing Granicus customers across the Texas utility segment
• Maintain consistent daily and weekly activity rhythms—outbound calls, emails, LinkedIn, and referral engagement—that serve as leading indicators for pipeline health
• Attend relevant Texas industry events (TASB, AWBD, TML, TCEQ-related conferences) to build market presence and referral relationships
• Work with company resources and teams to leverage knowledge in an effort to successfully lead the sales process
• Develop deep personal expertise and understanding of company solutions
• Represent Granicus in a positive manner, foster trust, and reinforce thought leadership
• Other duties as assigned

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.

What This Job Offers

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