Granicus

Director – Business Development

Granicus

full-time

Posted on:

Location Type: Remote

Location: Colorado • United States

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Salary

💰 $120,000 - $130,000 per year

Job Level

Lead

About the role

  • Develop and execute a global BDR strategy aligned with revenue targets, GTM priorities, and multi-audience engagement paths
  • Drive predictable pipeline growth across inbound and outbound channels; improve stage-to-stage conversion using data-driven experimentation.
  • Identify new markets, segments, and partnership opportunities; provide market and customer insights to refine messaging and targeting.
  • Leverage AI and automation to improve prioritization, personalization, rep efficiency, and pipeline velocity.
  • Lead and develop a ~60-person global BDR organization, including frontline managers and team leads; hire, ramp, coach, and promote top talent.
  • Establish KPIs, quotas, operating cadences, and accountability systems to drive consistent performance.
  • Own and improve playbooks, call scripts, persona-based sequences for Executives (C-Suite) vs. Functional leaders, automation vs. manual operating models, qualification standards, and handoff processes.
  • Partner with Sales leadership on coverage models, ICP alignment, AE handoff, MEDDPICC and Challenger methodologies, and early-stage deal progression.

Requirements

  • 10+ years in business development, sales development, or revenue leadership within SaaS or technology
  • Demonstrated success leading large, distributed BDR/SDR teams and delivering measurable pipeline growth
  • Strong command of outbound, inbound, ABM/ABS motions, pipeline analytics, and conversion optimization
  • Experience implementing AI-driven or data-driven tools to enhance prospecting, prioritization, and coaching.
  • Expertise with Salesforce and modern sales engagement platforms.
  • Excellent leadership, communication, negotiation, and cross-functional collaboration skills
  • Direct experience in public sector, GovTech, or regulated markets, including Federal, State, and Local government
  • Experience supporting international GTM motions across distributed, geographically diverse teams.
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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
business developmentsales developmentrevenue leadershippipeline analyticsconversion optimizationAI-driven toolsdata-driven toolsABMABSGTM strategy
Soft Skills
leadershipcommunicationnegotiationcross-functional collaborationcoachingteam developmentperformance managementstrategic thinkingdata-driven experimentationmarket insights