Principal AI Solutions Advisor

🕒 5 days ago

🇺🇸 United States – Remote

💵 $185k - $200k / year

⏰ Full Time

🔴 Lead

🤖 Artificial Intelligence

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Granicus

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1999

🏛️ Government

☁️ SaaS

📋 Compliance

Government • SaaS • Compliance

Granicus is a company focused on transforming the way governments interact with their constituents through digital services and technology solutions. It provides the Government Experience Cloud to improve service delivery, community engagement, and operational efficiency across local, state, and federal governments. Granicus offers tools for agenda and meeting management, digital communication and engagement, public records management, and more, all designed to enhance customer experience and foster transparent and equitable interactions between governments and the people they serve.

📋 Description

• Generate $1,000,000 in pipeline annually leveraging professional network, partnerships and relationships from 10+ years experience in government or public sector technology, to generate demand through targeted outreach initiatives in partnership with AI GTM strategy team and demand generation team to prospect ideal customers. • Conduct a high volume of AI discovery calls with public sector prospects and existing Granicus customers. • Leverage AI to identify key customers through budget, council and other publicly available data and build hypotheses to inform high touch, highly strategic conversations with senior government officials. • Run structured discovery to identify the customer’s highest-value AI and process automation opportunities. • Partner with BDRs and AEs on early stage discovery, as well as AI Value Engineers on discovery and solutioning phases to compel senior City, County and State leaders to engage in co-development programs with Granicus. • Own opportunity progression from initial conversation through qualified opportunity; partner with AI Process Analysts on continued opportunity progression. • Scope, propose and facilitate targeted pre-sales engagements, including workshops, on-site working sessions, demonstrations, and forward-deployed team pilots. • Maintain disciplined pipeline hygiene in Salesforce, including meeting outcomes, qualification notes, next steps, and accurate stage progression. • Partner with RevOps and Marketing on lead routing, qualification criteria, and feedback loops to improve top-of-funnel quality. • Surface strategic customer patterns such as use cases, objections, and readiness gaps to Product, Product Marketing, and Marketing teams to help sharpen Granicus’ AI solution and GTM strategy. • Collaborate with Account Executives across segments to identify Granicus AI opportunities inside existing customers, as well as prospects, and serve as the AI expert on client-facing calls.

🎯 Requirements

• 10+ years in government in a senior leadership position with experience guiding technology initiatives or procuring cloud, SaaS or AI solutions and managing complex multi-agency strategic plans, or commensurate experience in public sector management consulting. • Fluent in AI, automation, and agentic concepts; you can hold an informed conversation about where AI fits in a government workflow / from a business perspective without needing to be a deep technologist. • Understanding of various business functions inside local government including, but not limited to utilities, customer service/call center, public records, boards/commissions, agenda and public meetings. • Strong discovery skills: you ask sharp questions, listen for signal, and translate customer language into business problems and use cases. • Experience operating in a matrixed go-to-market model alongside AEs, BDRs, marketing, and technical specialists. • Proven track record of generating qualified opportunities and partnering with sales – you are measured on a combination of [meetings conducted, opportunities qualified, engagements scoped, and AI bookings]. • Excellent written and verbal communication skills; comfortable presenting to director and executive-level government stakeholders. • Salesforce proficiency and disciplined CRM hygiene.

🏖️ 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.