Account Executive – New Logo

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive the acquisition of new logos, generate a qualified sales pipeline, and expand the market within the assigned territory.

• Collaborate with the Marketing team on lead generation and nurturing initiatives.

• Develop and communicate compelling value propositions to potential clients.

• Facilitate collaborative selling opportunities alongside partners.

• Lead pursuit teams for larger-scale sales opportunities.

• Guide and educate prospects throughout their purchasing journey.

• Create and implement sales plans aimed at exceeding targets.

• Understand customer needs across operational, business, and technical areas and customize solutions accordingly.

• Design and present tailored presentations on Granicus solutions.

• Coordinate resources for sales support, marketing, and solution consulting for pitches and proposals.

• Oversee territory prospecting, development, opportunity creation, pipeline management, forecasting, and contract negotiations.

• Identify and engage high-value prospects through cold outreach, networking, referrals, and participation in industry events.

• Pursue and convert leads generated both independently and through marketing efforts.

• Collaborate with management to develop sales strategies using market insights and client feedback.

• Record interactions and activities in Salesforce CRM.

• Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and colleagues.

• Travel approximately 30–40% of the time.

• Maintain a robust pipeline of net-new business sufficient to exceed quotas.

• Identify competitive replacement opportunities, penetrate white-space accounts, and generate demand.

⛳️ Requirements

• Demonstrated success in software sales or highly technical consultative sales to business or government sectors.

• Consistent history of exceeding quotas in previous field sales roles.

• Proven experience managing a sales funnel with deals valued between $10K and $50K in annual recurring revenue.

• Strong comprehension of information technology and various platforms.

• Ability to quickly learn new technologies.

• Experience collaborating with customer leadership teams from Managers to Directors to C-Level Executives.

• Previous experience with government entities is an advantage.

• Proficient in MS Office product suites.

• Familiarity with Salesforce.com is a plus, but not mandatory.

• Outstanding communication, presentation, negotiation, closing, organizational, time management, and teamwork abilities.

• Self-motivated and goal-oriented; takes initiative.

• Quick problem-solving skills.

• Capability to multitask and work effectively within a team environment.

• Strong sense of integrity and work ethic.

• Genuine interest in establishing strong, trust-based relationships.

• Entrepreneurial mindset.

• Responsible for safeguarding the confidentiality, integrity, and availability of Granicus information assets.

• Accountable for ensuring employee and customer data privacy and completing necessary privacy training.

🏝️ Benefits

• Flexible Time Off.

• Company-Wide Wellbeing Days.

• Work From Home Reimbursement.

• Multiple Health Plan Options, including a 100% employer-paid plan.

• Employer HSA Contributions when enrolled in a High-Deductible Health Plan.

• Fitness Reimbursement Program.

• On-Demand Mental Health Support, including Headspace and other wellness tools.

• Paid Parental Leave for both birthing and non-birthing parents.

• Traditional & Roth 401(k) with a generous company match.

• Life & AD&D Insurance with 100% employer-paid coverage.

• Access to Online Learning Platforms.

• Competitive Salary & Bonuses.

• Employee Resource Groups.

• Coffee with Mark sessions.

• Microsoft Teams wellness and community groups.