Director, State Sales

Granicus

. Delivering financial results through accurate forecasting, budget planning, and proactive variance management.

Posted 5/1/2026full-timeRemote • 🇺🇸 United StatesLead💰 $320,000 - $360,000 per yearWebsite

About the role

Key responsibilities & impact

Delivering financial results through accurate forecasting, budget planning, and proactive variance management.
Building a high-performing team by recruiting, developing, and retaining top sales talent, while fostering a culture of accountability, coaching, and continuous improvement.
Executing operational excellence by contributing market insights to strategic planning, resolving challenges swiftly, and implementing scalable sales systems and processes.
Aligning with national goals by setting clear sales objectives and quotas that support broader organizational priorities.
Expanding our customer base through strategic account planning, vertical marketing tactics, and deep relationship-building with key stakeholders in state agencies.
Influencing product strategy by identifying platform opportunities and surfacing customer needs and competitive trends.
Staying ahead of the curve by continuously developing your expertise and sharing insights across the organization.
Driving business unit success by consistently meeting and exceeding quarterly quota targets.

Requirements

What you’ll need

A passion for leading high-performing sales teams and driving results in the government technology space.
Experience managing 6–10 Account Executives and coaching them through complex $100K+ deals.
A strategic mindset for account planning, quota setting, and pipeline management across diverse state agency opportunities.
A knack for balancing forecasting, budgeting, and corrective actions to meet financial goals.
Proven success in recruiting, developing, and retaining top sales talent, while fostering a culture of accountability and growth.
The ability to juggle multiple priorities in a fast-paced environment with confidence and flexibility.
A data-driven approach to sales operations, including trend analysis, process improvement, and change implementation.
A customer-first attitude, with a focus on expanding relationships, identifying new opportunities, and influencing product direction.
A commitment to continuous learning, staying current on industry trends, and sharing insights across the organization.
A competitive spirit, goal-oriented mindset, and the tenacity to exceed quarterly targets and scale impact across the state market.

Benefits

Comp & perks

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.

ATS Keywords

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Applicant Tracking System Keywords

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

Hard Skills & Tools

forecastingbudget planningvariance managementaccount planningquota settingpipeline managementtrend analysisprocess improvementsales systemssales operations

Soft Skills

leadershipcoachingaccountabilityflexibilitycustomer-first attitudestrategic mindsetcompetitive spiritgoal-orientedtenacityrelationship-building