Granicus · 4 days ago
Federal Account Executive
US-DC-Washington
Full-time
Hybrid
Mid, Senior Level
$220K/yr - $300K/yr
3+ years expGranicus is a company focused on transforming the Govtech industry by connecting governments with their constituents. The Federal Account Executive will drive a consultative sales approach to enhance Granicus' presence in the federal market, focusing on lead generation and upselling innovative digital services to government customers.
Cloud ComputingCollaborationEnterprise SoftwareGovTechSoftwareVideo Streaming
Responsibilities
Understand complex customer requirements for digital communications with the public, including mapping to Executive Priorities within the Agency, office, or program
Develop and independently deliver custom presentations on Granicus to revolutionize the prospect's engagement within the Public Sector
Conduct detailed research and comprehensive analysis on the Federal Government Vertical, specific to Civilian Agencies and their business imperatives and challenges to drive demand generation
Develop effective and specific sales strategies, territory, and account plans, leveraging all assets available (e.g., lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities
Establishes strong and hire-level relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business
Actively understand each customer’s mission objective, strategic growth plans, technology strategy, and competitive landscape
Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles. Encourage all clients to become Granicus references
Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve and into the sales funnel
Leverage support organizations including Marketing, Inside Sales, Partners, and channels to funnel pipeline into the assigned territory
Be proficient in and bring all Granicus offers to bear on sales pursuits including Platform Solutions, Services and Support offerings
Advance and close sales opportunities through the successful execution of the sales strategy and roadmap
Develop effective strategies for winning in a competitive environment
Manage internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects
Meet and exceed quarterly and annual sales targets for new product and services goals
Support the management team in developing sales strategies
Document all conversations, activities, and emails in our Salesforce CRM
Write and present quarterly business reviews to Sales Management, Senior Management, and peers
Ideally have both Product and Services background, the focus will be 50/50 in this territory with significant services lead opportunities needing to be developed
You can travel at least 25% of the time (potentially 1-2 trips per month of 1-3 days)
Qualification
Required
3+ years of field sales experience in Digital solutions services or SaaS and solutions-based sales on a subscription model including generation and management of opportunities, bids, deal closure, and client relationship management
Prior sales experience within the Federal Government/Public Sector with a focus on Civilian Agencies is required
Proven experience in managing active opportunities and meeting annual sales objectives by pursuing and capturing complex mission-oriented solutions between $300K - $600K+
Significant accomplishments selling enterprise software or digital services, SaaS, digital communications technology, or marketing services to C-level government customers
Demonstrated effectiveness selling through partners, resellers, and/or integrators
Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship
Possess an understanding of key negotiation terms and conditions and a general understanding of contractual structures for medium to highly complex consulting engagements
Ability to adapt and function effectively and independently in a fast-paced, changing environment
Strong Business Acumen with the ability to apply sound commercial judgment when demonstrating to our customers how our services will generate significant value and return on investment
Goal-oriented and self-motivated and successful working independently and in a collaborative team
Excited about managing multiple simultaneous priorities in a fast-paced environment
Independently accountable for commitments and delivering the best performance by intelligent prioritization
Client focus - the desire and ability to understand the drivers of client needs
Exceptional communication and presentation skills, both written and oral
Confident, competitive, thorough, flexible, and tenacious
Preferred
Prior enterprise business application software, implementation, or solution-based sales experience is preferred
Experience within the digital communications federal space is a major plus
Ideally have both Product and Services background, the focus will be 50/50 in this territory with significant services lead opportunities needing to be developed
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