Enterprise Account Executive

🔥 2 minutes ago

⛰️ Colorado, Utah – Remote

⛰️ Colorado – Remote ⛷️ Utah – Remote

💵 $110k - $150k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

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

• Generate a consistent pipeline of net new opportunities through strategic prospecting, territory planning, referrals, events, and executive outreach • Build relationships with senior government leaders and uncover strategic initiatives aligned with Granicus solutions • Use account research and stakeholder mapping to create opportunities without an active project or budget • Lead outcome-based discovery conversations covering business challenges, citizen impact goals, operational inefficiencies, and executive priorities • Quantify business value and build business cases aligned with measurable customer outcomes • Connect customer objectives to digital transformation, constituent engagement, service delivery, and operational modernization initiatives • Qualify opportunities using MEDDPICC principles and maintain understanding of metrics, economic buyers, decision criteria, decision processes, and competitive positioning • Develop account-specific win strategies for complex opportunities with multiple stakeholders and lengthy procurement cycles • Identify and mitigate deal risks while establishing mutual action plans with customers • Own territory planning, account prioritization, pipeline health, forecasting accuracy, and revenue attainment • Build multi-year growth strategies and expand Granicus' footprint across agencies and departments • Facilitate executive-level conversations that advance customer buying decisions • Engage agency leaders, IT executives, communications teams, program owners, and procurement stakeholders throughout the sales cycle • Maintain responsibility for Granicus information security, data privacy, and required privacy training

🎯 Requirements

• Proven track record of consistently generating own pipeline through prospecting • Comfortable engaging senior executives and initiating strategic business conversations • Experience uncovering customer challenges and aligning solutions to desired business outcomes • Ability to translate technical capabilities into business value for executive stakeholders • Experience managing complex, multi-stakeholder sales cycles involving executive, technical, operational, legal, and procurement participants • Experience with MEDDPICC, SPIN, Challenger, Value Selling, or similar qualification frameworks • Ability to build mutual action plans and proactively manage sales risks • Understanding of how government organizations evaluate, purchase, and implement technology solutions • Ability to navigate committee-driven decisions and complex procurement processes • Strong organization and operating discipline in CRM management and opportunity planning • Ability to comply with Granicus information security and data privacy requirements • No degree requirement stated; Granicus notes it does not have degree requirements for most roles

🏖️ 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 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 • Employee Resource Groups • Coffee with Mark sessions • Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more • Special guest discussions on issues impacting employees