Vice President, AI Go-to-Market

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

📋 Description

• Lead the comprehensive commercialization and growth strategy for Granicus's AI and emerging technology portfolio.

• Build, manage, and expand a high-performing team of AI Advisors, AI Architects, and Value Engineers.

• Establish priorities, operational rhythms, performance expectations, and KPIs linked to pipeline, conversion, win rates, deal velocity, and customer outcomes.

• Develop team skills across executive discovery, solution design, value engineering, strategic selling, and AI thought leadership.

• Actively participate in strategic opportunities as an executive sponsor and player/coach.

• Define and implement the AI go-to-market strategy in alignment with company growth objectives.

• Identify and prioritize high-value customer segments, use cases, buying centers, and repeatable commercial strategies.

• Collaborate with Sales and Marketing to generate demand, build a qualified pipeline, and enhance adoption among new and existing customers.

• Transform successful customer engagements into repeatable GTM strategies, including messaging, discovery frameworks, value propositions, solution patterns, and field enablement.

• Drive targeted campaigns, vertical initiatives, customer workshops, and programs that accelerate AI pipeline and revenue.

• Lead and support complex, high-value AI opportunities from discovery through solution development, executive alignment, and commercial closure.

• Engage with senior customer leaders to link AI capabilities to strategic priorities, measurable outcomes, and business value.

• Partner with Customer Success and Services to enhance adoption, value realization, customer references, and expansion.

• Develop lighthouse customer examples to enhance credibility and expedite future GTM initiatives.

• Connect the Emerging Technologies organization and synchronize GTM execution with other emerging technology efforts.

• Collaborate with Product, Marketing, Sales, Customer Success, Services, and Operations to design an integrated AI customer journey.

• Establish market feedback loops that translate customer needs, competitive signals, and field insights into product and commercialization priorities.

• Partner with Product and Product Marketing on positioning, packaging, launches, competitive differentiation, and market strategy.

• Assist in determining where Granicus should build, partner, or integrate to enhance its AI value proposition.

• Monitor AI GTM KPIs, including pipeline, bookings, attach rate, conversion, win rate, deal velocity, customer adoption, and expansion.

• Utilize data and market insights to refine GTM strategy, resource allocation, and execution.

• Create systems, processes, and field capabilities to scale successful AI initiatives across Granicus.

• Provide executive leadership with insights into AI GTM performance, market opportunities, risks, and priorities.

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

• Safeguard employee and customer data privacy and complete the required privacy training.

⛳️ Requirements

• 12+ years of experience in enterprise technology, SaaS, AI, technical sales, or go-to-market leadership, including substantial senior leadership experience.

• Proven success in building and scaling go-to-market strategies for emerging or rapidly evolving technologies.

• Demonstrated ability to drive pipeline, revenue growth, and complex enterprise sales results.

• Experience leading technical pre-sales, solution advisory, solution architecture, value engineering, or similar customer-facing teams.

• Strong understanding of AI and emerging technologies with the capability to translate technical capabilities into differentiated customer and business value.

• Strong executive presence and experience engaging with senior customer and internal stakeholders.

• Proven ability to lead effectively across functions and to influence teams outside of direct reporting relationships.

• Robust analytical, operational, communication, and leadership skills.

• Experience in enterprise B2B SaaS, AI, and digital transformation.

• Experience selling to government or other highly regulated sectors.

• Familiarity with public-sector procurement, security, privacy, and technology adoption considerations.

• Experience operating in both 0-to-1 and scale environments.

• Familiarity with enterprise sales methodologies such as MEDDPICC, Challenger, or Command of the Message.

• Bachelor's degree or equivalent professional experience; advanced degree preferred.

• Responsible for appropriately maintaining the Confidentiality, Integrity, and Availability of Granicus information assets.

• Responsible for ensuring data privacy and completing the 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 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.

• Online Learning Platforms.

• Competitive Salary & Bonuses.

• Remote-first work environment.