Vice President, AI Go-to-Market

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $200k - $250k / year

⏰ Full Time

🔴 Lead

👔 Vice President

🦅 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

• Lead the end-to-end commercialization and growth strategy for Granicus's AI and emerging technology portfolio • Build, lead, and scale a high-performing team of AI Advisors, AI Architects, and Value Engineers • Establish priorities, operating rhythms, performance expectations, and KPIs tied to pipeline, conversion, win rates, deal velocity, and customer outcomes • Develop team capabilities across executive discovery, solution design, value engineering, strategic selling, and AI thought leadership • Personally engage in strategic opportunities as an executive sponsor and player/coach • Define and execute AI go-to-market strategy aligned with company growth priorities • Identify and prioritize high-value customer segments, use cases, buying centers, and repeatable commercial plays • Partner with Sales and Marketing to create demand, build qualified pipeline, and accelerate adoption among new and existing customers • Turn successful customer engagements into repeatable GTM plays, including messaging, discovery frameworks, value propositions, solution patterns, and field enablement • Drive targeted campaigns, vertical motions, customer workshops, and programs that accelerate AI pipeline and revenue • Lead and support complex, high-value AI opportunities from discovery through solution development, executive alignment, and commercial close • Engage senior customer leaders to connect AI capabilities to strategic priorities, measurable outcomes, and business value • Partner with Customer Success and Services on adoption, value realization, customer references, and expansion • Build lighthouse customer examples to strengthen credibility and accelerate future GTM efforts • Connect the Emerging Technologies organization and align GTM execution with other emerging technology initiatives • Partner with Product, Marketing, Sales, Customer Success, Services, and Operations to create an integrated AI customer journey • Establish market feedback loops translating customer needs, competitive signals, and field insights into product and commercialization priorities • Partner with Product and Product Marketing on positioning, packaging, launches, competitive differentiation, and market strategy • Help determine where Granicus should build, partner, or integrate to strengthen its AI value proposition • Track AI GTM KPIs including pipeline, bookings, attach rate, conversion, win rate, deal velocity, customer adoption, and expansion • Use data and market insights to refine GTM strategy, resource allocation, and execution • Create systems, processes, and field capabilities to scale successful AI motions across Granicus • Provide executive leadership with visibility into AI GTM performance, market opportunities, risks, and priorities • Preserve the confidentiality, integrity, and availability of Granicus information assets • Ensure employee and customer data privacy and complete required privacy training

🎯 Requirements

• 12+ years of experience in enterprise technology, SaaS, AI, technical sales, or go-to-market leadership, including significant senior leadership experience • Demonstrated success building and scaling go-to-market motions for emerging or rapidly evolving technologies • Proven ability to drive pipeline, revenue growth, and complex enterprise sales outcomes • Experience leading technical pre-sales, solution advisory, solution architecture, value engineering, or similar customer-facing teams • Strong understanding of AI and emerging technologies with the ability to translate technical capabilities into differentiated customer and business value • Strong executive presence and experience engaging senior customer and internal stakeholders • Demonstrated ability to lead effectively across functions and influence teams outside of direct reporting relationships • Strong analytical, operational, communication, and leadership skills • Experience in enterprise B2B SaaS, AI, and digital transformation • Experience selling to government or other highly regulated industries • Familiarity with public-sector procurement, security, privacy, and technology adoption considerations • Experience operating in both 0-to-1 and scale environments • Familiarity with enterprise sales methodologies such as MEDDPICC, Challenger, or Command of the Message • Bachelor's degree or equivalent professional experience; advanced degree preferred • Responsible for appropriately preserving the Confidentiality, Integrity, and Availability of Granicus information assets • Responsible for ensuring data privacy and completing required privacy training

🏖️ 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 both 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-first work environment