Director – Federal Sales

Job not on LinkedIn

🔥 5 minutes ago

🇺🇸 United States – Remote

💵 $145k - $170k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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This company has sponsored H1B visas in the past.

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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

• Own Federal account management by developing and executing integrated department-level account strategies with service-, command-, agency-, and installation-level plans • Own quarterly and annual bookings and revenue targets for Federal accounts • Maintain accurate forecasts and disciplined CRM, pipeline review, and account-planning practices • Engage senior civilian and military leaders, technology executives, program owners, public affairs teams, personnel organizations, installation leadership, and acquisition stakeholders • Lead executive briefings and discovery workshops to generate qualified demand • Build repeatable sales approaches for installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation • Connect local deployments to broader program, command, service, and department-level opportunities • Establish pursuit plans covering stakeholder alignment, funding, procurement strategy, competitive differentiation, pricing, security requirements, risks, and milestones to award • Coordinate with Legal, Finance, Security, and Sales Operations on acquisition pathways and commitments • Build joint Federal account plans with systems integrators, resellers, and technology partners • Recruit, coach, develop, and retain approximately 6–10 quota-carrying Account Executives • Align Sales Engineering, Product, implementation specialists, and Customer Success around customer roadmaps, sales-to-delivery transitions, adoption, and value measures • Bring customer needs, competitive insights, and validated security requirements into product planning, marketing, messaging, and investment decisions • Represent the company at customer briefings, defense-industry events, and partner engagements • Provide executive recommendations regarding account investment, territory priorities, partnership strategy, and growth opportunities • Preserve the confidentiality, integrity, and availability of company information assets • Ensure employee and customer data privacy and complete required privacy training

🎯 Requirements

• 8+ years of enterprise SaaS, government technology, defense technology, or B2G sales experience, with demonstrated success developing and closing complex opportunities within the Department of Defense and broader Federal market • 3+ years of people leadership experience managing quota-carrying sales professionals and delivering measurable sales performance • Proven success building and scaling new-logo acquisition strategies while expanding strategic accounts and driving revenue growth • Deep understanding of defense funding, acquisition, and procurement processes, including Federal contract vehicles such as GSA Schedules, GWACs, IDIQs, BPAs, SEWP, and OTAs • Strong strategic account planning, territory management, pipeline development, forecasting, and financial management capabilities • Experience leading complex, multi-stakeholder sales cycles involving senior military, civilian, technology, acquisition, and contracting leaders • Demonstrated success recruiting, coaching, developing, and retaining high-performing sales talent • Experience building and managing relationships with systems integrators, channel partners, resellers, and technology partners • Strong executive presence, business acumen, communication, negotiation, and relationship management skills • Proficiency with Salesforce or comparable CRM and sales analytics platforms • Bachelor's degree or equivalent combination of education and relevant professional experience • Ability to travel domestically approximately 50% of the time • Prior military, defense civilian, or defense-industry leadership experience relevant to the account is preferred • Established relationships with defense program, technology, public affairs, personnel, installation, or acquisition organizations are preferred • Experience building or significantly scaling a defense technology account or territory is preferred • Experience working with major Federal systems integrators and channel partners is preferred • Experience with government digital communications, customer experience, engagement, or comparable technology platforms is preferred • Ability to distinguish current product authorizations from customer-specific defense security requirements and coordinate validation before making commitments is preferred

🏖️ 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 • Fitness Reimbursement Program • On-Demand Mental Health Support, including Headspace and other wellness tools • Paid Parental Leave for 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 work at a remote-first company

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