Federal Account Executive

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Generate new revenue for Granicus’s Federal Cloud Vertical through proactive outreach, lead generation, and managing the complete sales-cycle funnel.

• Upsell cutting-edge digital services and solutions to current Federal clients.

• Comprehend customer mission requirements for digital communications with the public and align them with agency priorities.

• Create and independently present tailored Granicus presentations.

• Conduct research and analysis of the Federal Government Vertical, particularly Civilian Agencies, to stimulate demand generation.

• Formulate sales strategies, territory plans, and account plans to enhance pipeline and business opportunities.

• Build management-level relationships within agencies and offer guidance focused on achieving mission outcomes.

• Oversee the assigned territory, encompassing customer relationships, prospect profiling, and sales cycles.

• Maintain a distinct solutions message and ensure the pipeline is up-to-date and progressing.

• Identify risks to agency missions and utilize Granicus’s service portfolio to mitigate them.

• Collaborate with Marketing, Inside Sales, Partners, and channels to cultivate a qualified pipeline.

• Advance and finalize sales opportunities through the execution of sales strategies.

• Coordinate sales support, marketing, and solutions consultants to pursue significant deals.

• Achieve and surpass quarterly and annual sales targets for products and services.

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

• Travel 30–40% of the time.

• Safeguard the confidentiality, integrity, and availability of Granicus information assets.

• Ensure the privacy of employee and customer data and complete the required privacy training.

⛳️ Requirements

• Over 8 years of field sales experience in digital solutions services or subscription-based solutions sales.

• Experience in generating and managing opportunities, bids, deal closures, and client relationship management.

• Proven track record in managing active opportunities and achieving annual sales objectives.

• Experience in pursuing and securing complex mission-oriented solutions valued at $300K–$600K+

• Prior experience in enterprise mission services sales within the Federal Government is mandatory.

• Experience in the federal digital communications sector is a significant advantage.

• Direct interaction with agency program office personnel for large services opportunities.

• Demonstrated ability to convey the business value of the company to partners, resellers, and integrators.

• Capability to incorporate competitive differentiation into customer presentations.

• Understanding of key negotiation terms and conditions.

• General knowledge of contractual structures for medium to highly complex consulting engagements.

• Ability to operate effectively and independently in a dynamic, fast-paced environment.

• Strong business acumen and commercial judgment.

• Ability to showcase services value and return on investment to customers.

• Capacity to prioritize commitments autonomously.

• Excellent written, verbal, communication, and presentation skills.

• Confident, competitive, thorough, adaptable, and persistent.

• Willingness to travel 30–40% of the time.

• Ability to maintain the confidentiality, integrity, and availability of company information assets.

• Ability to ensure employee and customer data privacy and complete required 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

• 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, parenting, and more

• Special guests discussing issues impacting employees