Enterprise Account Executive

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

📋 Description

• Create a steady flow of new opportunities through strategic prospecting, territory planning, referrals, events, and executive outreach.

• Foster relationships with senior government officials and identify strategic initiatives that align with Granicus solutions.

• Conduct account research and stakeholder mapping to generate opportunities even in the absence of an active project or budget.

• Lead outcome-focused discovery discussions addressing business challenges, citizen impact objectives, operational inefficiencies, and executive priorities.

• Measure business value and construct business cases that correspond with quantifiable customer outcomes.

• Link customer goals to digital transformation, constituent engagement, service delivery, and operational modernization efforts.

• Evaluate opportunities using MEDDPICC principles.

• Formulate account-specific winning strategies for complex opportunities involving multiple stakeholders and extended procurement cycles.

• Recognize and mitigate deal risks while establishing mutual action plans.

• Take ownership of territory planning, account prioritization, pipeline health, forecasting precision, and revenue generation.

• Develop multi-year growth strategies and enhance Granicus’ reach across agencies and departments.

• Facilitate executive-level discussions that propel customer purchasing decisions.

• Engage with agency leaders, IT executives, communications teams, program owners, and procurement stakeholders throughout the sales process.

• Maintain the confidentiality, integrity, and accessibility of Granicus information assets.

• Ensure the privacy of employee and customer data while completing necessary privacy training.

⛳️ Requirements

• Demonstrated success in consistently generating personal pipeline through prospecting.

• Experience in engaging senior executives and starting strategic business dialogues.

• Capacity to identify customer challenges, determine root causes, and align solutions with business outcomes.

• Proficiency in translating technical capabilities into significant business value for executive stakeholders.

• Experience in managing complex sales cycles involving multiple stakeholders, including executive, technical, operational, legal, and procurement participants.

• Familiarity with structured qualification methodologies such as MEDDPICC, SPIN, Challenger, Value Selling, or similar approaches.

• Ability to create mutual action plans and proactively manage deal risks.

• Understanding of how government institutions assess, acquire, and implement technology solutions.

• Capability to navigate committee-driven decisions and intricate procurement processes.

• Strong organizational skills and discipline in CRM management and opportunity planning.

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

• Commitment to ensuring employee and customer data privacy and fulfilling required privacy training.

• No specific degree requirement stated; Granicus emphasizes that most roles do not necessitate a degree.

🏝️ 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 communities focused on wellness, art, furbabies, family, and parenting

• Special guest discussions on issues impacting employees