Principal AI Solutions Advisor

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

📋 Description

• Generate an annual pipeline of $1,000,000 by utilizing your professional network, partnerships, and over 10 years of experience in government or public sector technology to create demand through targeted outreach efforts in collaboration with the AI go-to-market strategy team and demand generation team to identify ideal customers.

• Conduct a high volume of AI discovery calls with public sector prospects and current Granicus customers.

• Utilize AI to pinpoint key customers by analyzing budget, council, and other publicly accessible data, building hypotheses to drive strategic conversations with senior government officials.

• Execute structured discovery sessions to uncover the customer’s most valuable AI and process automation opportunities.

• Collaborate with Business Development Representatives (BDRs) and Account Executives (AEs) during early-stage discovery, as well as with AI Value Engineers during discovery and solution phases to encourage senior City, County, and State leaders to participate in co-development programs with Granicus.

• Manage opportunity progression from initial conversation to qualified opportunity; collaborate with AI Process Analysts to ensure ongoing opportunity advancement.

• Design, propose, and lead targeted pre-sales engagements, which may include workshops, on-site collaborative sessions, demonstrations, and forward-deployed team pilots.

• Maintain rigorous pipeline hygiene in Salesforce, including documenting meeting outcomes, qualification notes, next steps, and ensuring accurate stage progression.

• Work alongside RevOps and Marketing on lead routing, qualification standards, and feedback loops to enhance the quality of top-of-funnel leads.

• Identify strategic customer trends such as use cases, objections, and readiness gaps to inform Product, Product Marketing, and Marketing teams, enhancing Granicus’ AI solutions and go-to-market strategy.

• Partner with Account Executives across various segments to discover Granicus AI opportunities within existing customers and prospects, serving as the AI specialist during client-facing calls.

⛳️ Requirements

• Over 10 years of experience in government in a senior leadership role, with a background in guiding technology initiatives or acquiring cloud, SaaS, or AI solutions while managing complex multi-agency strategic plans, or equivalent experience in public sector management consulting.

• Proficient in AI, automation, and agentic concepts; capable of engaging in informed discussions about the role of AI in government workflows and business perspectives without needing to be a deep technologist.

• Comprehensive understanding of various business functions within local government, including but not limited to utilities, customer service/call centers, public records, boards/commissions, agenda, and public meetings.

• Strong discovery capabilities: you ask insightful questions, listen for key signals, and translate customer language into business challenges and use cases.

• Experience working within a matrixed go-to-market structure alongside AEs, BDRs, marketing teams, and technical specialists.

• Demonstrated success in generating qualified opportunities and collaborating with sales – performance measured by a combination of meetings conducted, opportunities qualified, engagements scoped, and AI bookings.

• Exceptional written and oral communication skills; comfortable presenting to director and executive-level government stakeholders.

• Proficient in Salesforce with a commitment to disciplined CRM management.

🏝️ Benefits

• Flexible Time Off – Take the time you need to rest, recharge, and enjoy life.

• Company-Wide Wellbeing Days – Paid days off to disconnect and focus on your mental health.

• Work From Home Reimbursement – Support for creating a productive home office environment.

• Multiple Health Plan Options – Including a fully employer-paid plan.

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

• Fitness Reimbursement Program – Stay active in your preferred way.

• On-Demand Mental Health Support – Access to Headspace and other wellness resources.

• Paid Parental Leave – For both birthing and non-birthing parents.

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

• Life & AD&D Insurance – Full employer-paid coverage for peace of mind.

• Online Learning Platforms – Support for your professional development.

• Competitive Salary & Bonuses – Your contributions are recognized and rewarded.