Granicus

Senior Director – Sales

Granicus

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $150,000 - $175,000 per year

Job Level

Senior

About the role

  • Lead, coach, and develop a team of Sales Directors (front-line leaders) to achieve revenue and activity objectives.
  • Build a high-performance culture focused on accountability, coaching, and continuous improvement.
  • Recruit, onboard, develop, and retain top sales leadership talent; actively manage performance and succession planning.
  • Own and execute the Local Government segment sales strategy, including territory design, coverage, and focus areas.
  • Translate corporate strategy into clear GTM plans executed by Sales Directors and their teams.
  • Partner with Marketing, Product, Customer Success, and RevOps to align messaging, pipeline generation, and delivery outcomes.
  • Execute against weekly, monthly, quarterly, and annual sales targets.
  • Drive disciplined execution of activity metrics (pipeline coverage, meeting volume, discovery quality).
  • Maintain accurate forecasting and pipeline inspection; identify risks and implement corrective actions early.
  • Inspect deal quality using structured qualification frameworks (e.g., MEDDPICC).
  • Maintain executive-level presence in internal and external engagements.
  • Participate directly in key customer meetings, executive briefings, and strategic accounts.
  • Build and maintain senior-level customer relationships across city and county governments.
  • Set and manage sales operational objectives aligned to company goals.
  • Analyze performance data, trends, and market signals to inform decision-making.
  • Establish and reinforce best practices, processes, and sales standards across the organization.

Requirements

  • Proven sales leader with experience managing Sales Directors / first-line leaders.
  • Ability to coach, develop, and provide direct, actionable feedback to leaders and reps.
  • Strong executive presence with confidence interacting with senior internal leaders and public-sector executives.
  • Data-driven, disciplined, and outcomes-focused.
  • Comfortable leading complex, $100K+ deal cycles in a multi-stakeholder environment.
  • Collaborative leader who thrives in ambiguity and change.
  • Demonstrated success leading teams responsible for complex sales cycles and large deal sizes.
  • Experience selling into Local Government, Public Sector, or regulated markets preferred.
  • Strong forecasting, pipeline management, and inspection rigor.
  • Ability to balance strategic thinking with hands-on execution.
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
sales strategypipeline managementforecastingperformance analysisdeal qualification frameworksGTM plansactivity metricssales operational objectivescoachingsuccession planning
Soft Skills
leadershipcoachingcollaborationexecutive presencedata-driven decision makingadaptabilitycommunicationaccountabilitystrategic thinkingperformance management