Vice President, AI Go-to-Market

Granicus•Remote,

7d•$200,000 - $250,000•Remote

About The Position

Granicus is seeking a Vice President, AI Go-to-Market to lead the end-to-end commercialization and growth strategy for our AI and emerging technology portfolio. This executive will own the go-to-market motion for Granicus's AI capabilities, from identifying high-value market opportunities and shaping differentiated solutions to generating pipeline, advancing strategic deals, enabling the field, and scaling repeatable commercial plays. The VP will directly lead Granicus's AI Advisors, AI Architects, and Value Engineers, while partnering closely with leaders across the Emerging Technologies organization and with Sales, Product, Marketing, Customer Success, Services, and other key functions. This leader will translate rapidly evolving AI capabilities into clear customer value, create market demand, shape product and commercialization priorities through direct market insight, and build the motions required to scale AI revenue and customer impact across Granicus. This is a highly visible, market-facing leadership role requiring strength in commercial strategy, executive selling, AI fluency, cross-functional leadership, and operational execution.

Requirements

12+ years of experience in enterprise technology, SaaS, AI, technical sales, or go-to-market leadership, including significant senior leadership experience.
Demonstrated success building and scaling go-to-market motions for emerging or rapidly evolving technologies.
Proven ability to drive pipeline, revenue growth, and complex enterprise sales outcomes.
Experience leading technical pre-sales, solution advisory, solution architecture, value engineering, or similar customer-facing teams.
Strong understanding of AI and emerging technologies with the ability to translate technical capabilities into differentiated customer and business value.
Strong executive presence and experience engaging senior customer and internal stakeholders.
Demonstrated ability to lead effectively across functions and influence teams outside of direct reporting relationships.
Strong analytical, operational, communication, and leadership skills.
Bachelor's degree or equivalent professional experience; advanced degree preferred.

Nice To Haves

Experience in enterprise B2B SaaS, AI, and digital transformation.
Experience selling to government or other highly regulated industries.
Familiarity with public-sector procurement, security, privacy, and technology adoption considerations.
Experience operating in both 0-to-1 and scale environments.
Familiarity with enterprise sales methodologies such as MEDDPICC, Challenger, or Command of the Message.

Responsibilities

Build, lead, and scale a high-performing team of AI Advisors, AI Architects, and Value Engineers.
Establish clear priorities, roles, operating rhythms, and performance expectations tied to pipeline creation, conversion, win rates, deal velocity, and customer outcomes.
Develop team capabilities across executive discovery, solution design, value engineering, strategic selling, and AI thought leadership.
Personally engage in the most strategic opportunities as an executive sponsor and player/coach.
Define and execute the go-to-market strategy for Granicus's AI and emerging technology portfolio, aligned with company growth priorities.
Identify and prioritize high-value customer segments, use cases, buying centers, and repeatable commercial plays.
Partner with Sales and Marketing to create demand, build qualified pipeline, and accelerate adoption across both new and existing customers.
Turn successful customer engagements into repeatable GTM plays, including messaging, discovery frameworks, value propositions, solution patterns, and field enablement.
Drive targeted campaigns, vertical motions, customer workshops, and other programs that accelerate AI pipeline and revenue.
Lead and support complex, high-value AI opportunities from early discovery through solution development, executive alignment, and commercial close.
Engage directly with senior customer leaders to connect Granicus's AI capabilities to strategic priorities, measurable outcomes, and business value.
Partner with Customer Success and Services to ensure successful adoption, value realization, customer references, and expansion.
Build lighthouse customer examples that strengthen Granicus's credibility and accelerate future GTM efforts.
Serve as a key connector across the Emerging Technologies organization, ensuring GTM strategy and execution are aligned with other emerging technology initiatives and capabilities.
Partner closely with Product, Marketing, Sales, Customer Success, Services, and Operations to create an integrated AI customer journey.
Establish strong market feedback loops, translating customer needs, competitive signals, and field insights into product and commercialization priorities.
Partner with Product and Product Marketing on positioning, packaging, launches, competitive differentiation, and market strategy.
Help determine where Granicus should build, partner, or integrate to strengthen its AI value proposition.
Establish and track key performance indicators for the AI GTM motion, including pipeline, bookings, attach rate, conversion, win rate, deal velocity, customer adoption, and expansion.
Use data and market insights to continuously refine GTM strategy, resource allocation, and execution.
Create the systems, processes, and field capabilities required to scale successful AI motions across the broader Granicus organization.
Provide executive leadership with clear visibility into AI GTM performance, market opportunities, risks, and priorities.