Granicus · 2 months ago
Account Executive - Special Districts
United States
Full-time
Remote
Senior Level
$65K/yr - $85K/yr
5+ years expGranicus is a company focused on transforming the Govtech industry by connecting governments with their constituents. The Account Executive will drive revenue growth by acquiring and expanding relationships with special district governments, requiring both new business development and strategic account management.
Cloud ComputingCollaborationEnterprise SoftwareGovTechSoftwareVideo Streaming
Responsibilities
Building a Market from the Ground Up
Becoming the Trusted Advisor Districts Turn To
Orchestrating Complex Sales in Multi-Stakeholder Environments
Driving Revenue Through Strategic Territory Development
Identify and penetrate high-potential districts
Develop comprehensive account strategies that map organizational structure, identify champions, understand procurement cycles, and create multi-year expansion roadmaps
Lead the complete sales cycle: cold outreach through contract signature, including discovery, solution design, demonstration, proposal development, and negotiation
Generate new pipeline through prospecting, association engagement, referrals, and market research
Expand existing accounts by identifying cross-sell opportunities as districts' needs evolve and new products launch
Conduct penetrating discovery that uncovers not just what districts say they need, but what they don't yet know they need—connecting current pain points to broader operational transformation
Challenge district thinking by introducing best practices from peer districts, market trends they haven't considered, and innovative approaches to longstanding problems
Deliver compelling demonstrations to groups of 1-25 stakeholders with varying technical sophistication and competing priorities—making complex solutions feel accessible and necessary
Teach, don't just sell: position yourself as the expert who helps districts understand emerging compliance requirements, changing citizen expectations, and opportunities to operate more effectively
Manage your territory like a business
Meet aggressive activity metrics
Collaborate across teams
Establishing Credibility in the Special Districts Community
Develop a referral engine
Represent Granicus as a thought leader who understands special districts' unique challenges and is invested in their success
Qualification
Required
5+ years of consistent quota overachievement in software or technical sales—we're looking for proof, not potential
Government sales experience (special districts, municipalities, counties, or public sector)—you understand procurement cycles, multi-stakeholder decisions, and how public agencies buy
Complex deal management expertise—you've successfully navigated 6-18-month sales cycles with a wide variety of deals ranging from $10K-$250K ARR
Pipeline discipline—you manage forecasts within 10% accuracy and maintain healthy coverage ratios without being told
Intellectual curiosity about how things work—you genuinely want to understand district governance, funding mechanisms, and operational challenges (or you're willing to become obsessed with learning)
Patience with purpose—you recognize that special districts operate on board meeting schedules and budget cycles, and you use longer timelines strategically rather than fighting them
Political savvy without the politics—you can read room dynamics, navigate competing board member priorities, and build consensus without getting entangled in local politics
Comfort with ambiguity—every district type is different (water ≠ fire ≠ library), and you enjoy figuring out what matters in each context
Discovery expertise that uncovers what prospects don't yet know—you ask questions that make people think differently about their challenges
Executive presence across all levels—equally comfortable presenting to a 3-person district management team or a 9-member elected board
Teaching ability—you can make complex technology accessible to non-technical audiences and connect features to real operational outcomes
Demonstration excellence—you've delivered compelling demos to groups of 1-20 or more with varying needs and walked away with clear next steps
Technology fluency—you understand SaaS business models, cloud infrastructure, integrations, and security well enough to have credible conversations (you don't need to be an engineer, but you can't be intimidated by technical topics)
Fast learner—you can absorb product knowledge quickly and translate it into value propositions for different district types
Platform thinking—you see how multiple solutions work together rather than selling point products
CRM excellence—Salesforce is your system of record, not an administrative burden; your pipeline tells the truth
Activity consistency—you hit daily and weekly metrics because you understand they're leading indicators, not bureaucracy
Territory planning—you approach your market strategically, prioritizing high-value districts and building systematic coverage
Coachability—you seek feedback, implement it quickly, and continuously refine your approach
Mission alignment—you respect public service and find satisfaction in helping districts serve their communities more effectively
Entrepreneurial drive—you're building something new and take ownership like it's your business
Relationship builder—you establish trust quickly and maintain it through follow-through and integrity
Resilience—you handle 'not right now' without losing momentum and see long sales cycles as relationship-building opportunities rather than obstacles
Preferred
Existing relationships within special district associations or communities
Experience with government procurement processes (RFPs, cooperative contracts, board approvals)
Knowledge of parliamentary procedure or experience attending public board meetings
Background in public administration, municipal management, or district operations
Previous experience selling financial management, engagement, or operational software to government
Benefits
Flexible Time Off – Take the time you need to rest, recharge, and live your life.
Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
Work From Home Reimbursement – Support a productive home office environment.
Multiple Health Plan Options – Including a 100% employer-paid plan.
Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
Fitness Reimbursement Program – Stay active, your way.
On-Demand Mental Health Support – Access to 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 – 100% employer-paid coverage for peace of mind.
Online Learning Platforms – Fuel your professional development.
Competitive Salary & Bonuses – Your contributions are valued and rewarded.
Company
Granicus
Granicus provides technology that empowers government organizations to create better lives for the people they serve.
1001-5000 employees
H1B Sponsorship
Granicus has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (3)
2023 (2)
2022 (3)
2020 (3)
Funding
Current Stage
Late StageTotal Funding
$10.3MKey Investors
JMI Equity
2020-12-17Private Equity
2016-08-19Acquired
2014-09-01Private Equity
Leadership Team
Mark Hynes
CEO
Jordan Copland
Chief Financial Officer
Recent News
News is my Business
2025-11-08
Government Technology US
2025-10-24
Company data provided by crunchbase