Director, Sales – Host Compliance

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

📋 Description

• Lead a team of Account Executives in acquiring and expanding Host Compliance customers throughout the United States and Canada.

• Meet annual, quarterly, and monthly revenue targets through effective sales planning, forecasting, and pipeline management.

• Create strategies for customer acquisition and expansion within specific territories and segments.

• Ensure precise forecasting and effective opportunity management utilizing Salesforce.

• Monitor both leading and lagging indicators and take corrective actions as necessary.

• Recruit, hire, onboard, develop, and retain talented sales professionals.

• Coach Account Executives in areas such as prospecting, discovery, demonstrations, proposal development, negotiation, and closing.

• Establish performance standards, KPI expectations, and accountability measures.

• Conduct pipeline reviews, strategic deal sessions, and performance coaching meetings.

• Develop and implement market strategies aimed at municipalities, counties, regional governments, and tourism organizations.

• Identify market trends, regulatory changes, competitive threats, and growth opportunities within the short-term rental ecosystem.

• Collaborate with Marketing to enhance demand generation and industry awareness.

• Build relationships at the executive level with government leaders, administrators, finance leaders, planning departments, and elected officials.

• Maintain strong relationships with customers, partners, and industry stakeholders.

• Represent Granicus at conferences, trade associations, user groups, and industry events.

• Provide feedback from customers and the market to Product Management.

• Support strategic opportunities and engage in executive-level sales interactions.

• Promote disciplined use of Salesforce and sales methodologies.

• Utilize data and analytics to enhance productivity and sales effectiveness.

• Collaborate across functions to improve customer experience and support implementations.

• Ensure adherence to company policies, procedures, and information security standards.

⛳️ Requirements

• A confident, competitive, thorough, flexible, and highly motivated leader.

• Proven experience in leading and developing a team of 5-8 Account Executives.

• Strong coaching and deal strategy skills, with a demonstrated record of managing complex SaaS sales cycles successfully.

• Expertise in consultative sales methodologies and value-based selling.

• In-depth knowledge of pipeline creation, opportunity management, and forecast accuracy.

• Strong executive presence when engaging C-level and government leadership stakeholders.

• Exceptional written, verbal, presentation, and negotiation abilities.

• Capability to manage multiple priorities in a fast-paced environment while maintaining a results-oriented focus.

• Strong analytical and strategic planning skills.

• A passion for public sector success and customer outcomes.

• Minimum of five (5) years of sales leadership experience managing quota-carrying SaaS sales teams.

• At least eight (8) years of experience in enterprise or public sector software sales.

• Proven track record of consistently achieving and surpassing revenue targets.

• Experience in selling technology solutions to local government organizations.

• Familiarity in managing sales cycles that involve multiple stakeholders and complex procurement processes.

• Preferred understanding of compliance, regulatory technology, permitting, licensing, taxation, or government technology markets.

• Demonstrated success in building and scaling sales teams in high-growth environments.

• Experience with Salesforce and sales performance analytics.

• Experience in selling short-term rental, compliance, permitting, licensing, or community development solutions is highly desirable.

• Responsible for maintaining the confidentiality, integrity, and availability of company information assets.

• Responsible for ensuring 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 birthing and non-birthing parents.

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

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

• Online Learning Platforms.

• Competitive Salary & Bonuses.

• Employee Resource Groups.

• Coffee with Mark sessions.

• Microsoft Teams wellness and community groups.

• Special guest sessions on issues impacting employees.